Role Purpose:
Drive area sales growth and achieve revenue targets by leading and motivating a sales team to expand business within relationship and ad hoc market segments, with a strong focus on growing DHL Express core products.
Key Responsibilities:
Sales Strategy & Growth
- Establish area sales targets and ensure the attainment of agreed annual revenue and profitability targets.
- Implement product strategies and monitor revenue performance against plans.
- Identify blockages to strategy implementation and resolve local issues effectively.
- Maintain awareness of competitor activity and recommend tactics to counter emerging threats on a local level.
- Spend 75% of time in front of customers to drive engagement and business retention.
Team Management & Coaching:
- Drive a high-performance sales culture focused on accountability and results.
- Set clear objectives, monitor performance, and conduct regular reviews.
- Provide hands-on support and guidance to Account Managers to achieve revenue targets.
- Adopt a coaching role to facilitate personal and team development.
Performance & Operations
- Liaise with operational staff to review and resolve customer needs and associated issues.
- Ensure the sales reporting system is complied with and consolidated to show performance against plan.
- Work within determined pricing policies to maintain a clear focus on core business priorities.
Qualifications:
- Bachelor's degree, preferably in Logistics or International Business.
- At least 5 years of experience in a sales role, with experience in solution-based selling.
- Experience managing a sales team is a plus.
- Knowledge of supply chain analysis and logistical solutions.
- Strong people management and coaching skills.
- Ability to strategically achieve revenue targets.
- Adaptability to work with multi-cultural teams and customers.
