About this role
Job Description: 1. Sales Growth & Customer Acquisition • Develop and implement the local Strategic Business Customers (SBC) growth strategy in alignment with regional and country business development priorities. • Proactively identify, win, and develop medium- to large-sized customers within the Strategic Business Customers (SBC) segment. • Evaluate prospective accounts based on profitability, business significance, and strategic value to prioritize efforts and maximize win rates. • Drive volume and gross profit growth by acquiring new SBC customers and expanding existing accounts, with a focus on air freight and complementary ocean freight solutions.
2. Consultative Selling & Value Creation • Recommend tailored solutions based on customer needs using deep industry knowledge. • Deliver compelling proposals, quotations, and bids that address customer pain points and growth ambitions. • Position DHL as a trusted advisor through consultative selling and value-added services.
3. Customer Relationship Management • Build rapport and trust with SBC accounts by understanding their business and market dynamics. • Support SBC accounts retention through collaboration with Product teams, Trade Lane Managers, other sales channels, and local Station Management. • Introduce additional services to enhance customer value and loyalty.
4. Sales Planning & Campaign Execution • Execute targeted sales campaigns aligned with market trends and DHL’s strategic priorities. • Maintain a personal sales plan focused on new business acquisition and revenue growth. • Achieve specific volume growth targets in assigned areas of the business.
5. CRM & Pipeline Management • Perform all aspects of the sales process and update all relevant activities in CRM daily. • Actively manage the sales pipeline, ensuring accurate forecasting and timely updates. • Monitor offer validity and renew terms to maintain competitiveness.
6. Implementation & Onboarding Support • Coordinate smooth onboarding of new clients, including credit setup, rate loading, and operational instructions. • Ensure seamless handover to operations and adherence to agreed SLAs and SOPs.
7. Market Intelligence & Collaboration • Share insights on market trends, competitor activity, and customer feedback with internal teams. • Use networks within DHL’s sales channels to collaborate on customers, marketing strategies, and full supply chain solutions. • Align sales efforts with regional and product strategies.
8. Compliance & Sustainability Awareness • Support DHL’s compliance and sustainability initiatives by integrating responsible practices into sales activities. • Promote DHL’s green logistics solutions as part of the customer value proposition.
9. Virtual Team Management • Work closely with the Country Head of M&S and collaborate effectively with Sector Heads to drive Strategic Business Customers (SBC) development and portfolio enhancement. • Leverage professional expertise to coach Key Account Managers and strengthen their capabilities and overall performance.
Requirements: 1. Skills:New Business Development / Cross-Selling Persuasion /Customer Value Proposition /Value Added Services Product Lines Product Demonstration /Sales Proposals /Contract Negotiation/ CRM Customer Acquisition /Entrepreneurship /Salesforce Budgets /Sales Forecasting/ Sales Targets / DHL Business Knowledge /Business Strategy /Market Research/ Project Management /Stakeholder Management/ Influencing/ Feedback /Presentation & Storytelling /Facilitation 2.Bachelor’s degree & above 3.Minimum 10 years sales management experience
4.Proven success in new business acquisition & portfolio management 5.Experience in developing & managing medium to large, complex customer accounts