Territory Manager
2 weeks ago
With its unrivalled presence in developing markets, DHL is decisively positioned as “THE logistics company for the world”. DHL Express is a company that pioneered cross-border express delivery in 1969 & now is active in more than 220 countries and territories worldwide.
We connect people and improve their lives.
And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out.
By bringing people together and making life simpler – for our customers, our employees, our investors, and our society – we help make the world a better place. Role Descriptor DHL Express is looking for a Territory Manager to join & lead our team.
He/she will be responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting new business opportunities. Role Details · Role title : Territory Manager · Corporate/Business : DHL Express · Department/Function : Commercial-(Sales) · Job family : Express IN Sales · Reports to : Area Sales Manager Key Responsibilities This position services an account base not exceeding 120 active (monthly) DHL customers. He/she will have to perform the following key activities: · Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a ‘personal service’. · Develop an Annual customer call cycle created annually, reviewed quarterly and updated on a monthly basis (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved. · 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 develops and penetrates existing accounts (Retention and Development). · Act as the customers’ main point of contact, by liaising closely with the relevant departments within DHL to ensure that their queries, problems or issues are dealt with appropriately. · To continually develop knowledge of DHL’s products/services and general commercial awareness in order to provide the best possible solutions to the customers. · Ensure co-operation with other members of the sales team and throughout the sales force. · Ensure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management’s agreement and justifications. · Develop a working relationship with the relevant support departments e.g.
Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives. · Produce information for management necessary to evaluate performance vs.
key performance indicators. · Meet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved. · Complete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance. · Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory. · Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database. · Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken. · Adhere to regional standard profit margins and discount guidelines. · Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base & Incumbent has no direct reports. Skills Required · Good communication skills · Excellent interpersonal skills · Self-motivated. · Good presentation skills · Display team working skills · Working knowledge of DHL Products & Services Profile Requirements (Experience/Certifications/Qualifications/Licenses) · Minimum 3 years sales experience · Graduate.
MBA Preferred
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