Overall Role Purpose:
Reporting to the Area Sales Manager, you will be responsible for the revenue generation of the geographically assigned sales territory (portfolio). You will be expected to develop, service, retain our existing customers as well as acquire new business opportunities.
- Act as customers' point of contact within DHL Express, by liaising closely with relevant departments to ensure that their queries, problems or issues are dealt with appropriately.
- Manage portfolio of existing customers and potential customers via 'face to face' sales visits.
- Produce necessary information for management to evaluate performance vs. key performance indicators.
- Ensure that all customer issues relating to customer service, service recovery and credit control are coordinated and managed though the relevant DHL Express departments.
- Regular meetings with Marketing and Sales management to evaluate personal sales strategy/plan, so as to ensure that the required revenue and shipment results can be achieved.
- Develop a weekly customer visit cycle / Follow Global Call Planning Tool (based on 6 visits a day, mix of 40/30/30) to secure Ship-To-Profile of existing customers, gain Share-of-Wallet and new customer.
- Complete GSP sales reporting requirements in a timely manner, which includes Time Sheet, Activities and Opportunities updates in COMET.
- Weekly Pipeline movement reports to Sales Management.
- Adhere to regional/country standard profit margins and discount guidelines.
- Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximize growth within the existing customer base.
- Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
- Conversion of qualified leads into customers (First Time Buyers) and develop and penetrate existing accounts (Retention and Development).
- Continually develop knowledge of DHL Express' products & services and general commercial awareness in order to provide the best possible solutions to the customers.
- Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in customer database.
- Analyze and monitor customer data to measure success and identify fluctuations/trends, so as to decide on relevant follow up actions.
- Ensure all customer agreements are cost-sensitive, so as to ensure a suggested minimum pricing tariff is set and adhered to.
Job Requirements:
- Preferably with Degree in Business or equivalent
- Minimum of 3 years of sales experience
- Strong communicator (in written & spoken English) with excellent numeric and presentation skills
- Strong individual who can work independently and within a team to deliver results
- Able to maintain effective performance under pressure
