Territory Manager

DHL - Dubai, UAE

Job Description

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.

Customer
• 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 and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognized and met

Internal
• 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

Process
• 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

People Management
• Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.

Skills

• 3-5 years experience in hard core sales
• Good understanding of the DHL Network
• Excellent verbal communication and interpersonal skills
• Good presentation skills
• Excellent organisational skills, including ability to prioritise workload
• Ability to effectively contribute as a team member as part of a busy team
• Proven ability to work under pressure in a fast paced, time sensitive environment
• Demonstrated ability to use initiative/judgement to solve job related issues
• Strong problem solving capability
• Passion to provide excellent Customer Service
• Excellent Selling Skills in a complex sale environment
• Business/commercial acumen
• Negotiation Skills
• Understanding of Supply Chain Management
• Strong ability to impact and influence
• Good networking skills
• Excellent interpersonal understanding
• Strong achievement drive and initiative
• Excellent communication skills
• Market industry knowledge

About This Company

DHL is the global market leader in international express, overland transport and air freight. It is also the world's number 1 in ocean freight and contract logistics. DHL offers a full range of customized solutions - from express document shipping to supply chain management.