About this role
Overall Role Purpose:
- Manages and drives the performance of the country Key Account channel - Applies local incentive schemes for the Key Account channel based on the defined Sales Index - Ensures achievement of the country Sales Index for the Key Account channel - Coordinates implementation of strategic priorities in Customer Solutions Innovation (CSI)/ Multinational Corporation (MNC)/ Strategic Customer (SC) together with regional CSI/ MNC Heads - Steers and improves the performance of the Sales channel through performance measurements - Plans and manages portfolio of accounts - Supports Key Account Specialists in important customer interactions - Acts as a coach for the Key Account Team
Reports to:
- Country Head of Sales (solid) - Regional Head of Business Development (dotted)
Accountabilities:
- Provides guidance to Key Account channel and aligns their targets based on the country’s priorities - Coordinates the implementation of strategic priorities in CSI/MNC together with the global/regional CSI/MNC - Facilitates the development of local Strategic Customers (SC) to support budget achievement - Is responsible for the CSI/ MNC/ SC budget achievement in the country - Plans and manages portfolio of accounts - Supports local Key Account Teams (e.g., through account planning, joined visits to Top customers) and acts as a coach for the Key Account Team - Supports and facilitates Sales skills/process training relevant to the Key Account channel - Supports Expert Community program - Actively participates in expert community and fosters collaboration (e.g., via Community Calls, iShare) - Organizes internal and external sector events in the Country (e.g., Sector meeting, Customer events) - Promotes industry expertise within the Country (case studies, trends, developments)
Working Location: 8th Floor, Etown5 Building, No. 364 Cong Hoa Street, Tan Binh Ward, Ho Chi Minh City
Job Requirements:
- Good understanding of sector issues in the forwarding industry and deep knowledge of DHL Global Forwarding's products (Air Freight/ Ocean Freight) and business models - Experience with the Key Account Sales channel - Well-developed management skills, collaborative leadership style to steer the senior Sales Team - Experienced in managing a team - Ability to identify customer needs by gathering information and building long-term relationships - Good communication and presentation skills - Conceptual thinking and analytical skills - Fluent in English verbal/written communication
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