DHL Express, Inc. Territory Manager in United Arab Emirates
Overall Role Purpose
Manage and develop the assigned Field sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.
Act as an ambassador for DHL at all times and attend to customer needs in a professional, friendly and courteous manner
Ensure that a high level of professional rapport is developed and maintained with all customers
Follow up on all customer enquiries and direct customer to the correct DHL department where further information is required
Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems so that other DHL staff can access customer and territory information
Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship
Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met.
Ensure that customers’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place
Develop and implement an approach to secure competitors and prospects business in the shortest time possible.
Establish Prospects pipeline to support this approach and target them accordingly
Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of DHL in assigned territory
Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets
Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk.
Take appropriate corrective action internally and/or with the customer
Skills / Qualifications
3-5 years experience in hard core sales
Excellent verbal communication and interpersonal skills
Good presentation skills
Excellent organizational skills, including ability to prioritize workload
Demonstrated ability to use initiative/judgment to solve job related issues
Strong problem solving capability
Excellent Selling Skills in a complex sale environment
Experience in a segmented service industry
Experience in the Air Express industry or freight forward industry
Strong ability to impact and influence
Good networking skills
Excellent interpersonal understanding