Job Description

Job Title xe2x80x93 TERRITORY MANAGERIntroductionDHLis a leading global brand in the logistics industry.DHLxe2x80x99s family of divisions offers an unrivalled portfolio of logistics services, ranging from national and international parcel delivery, international express, road, air and ocean transport, to industrial supply chain management. With its unrivalled presence in developing markets,DHLis decisively positioned as xe2x80x9cTHE logistics company for the worldxe2x80x9d.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 xe2x80x93 for our customers, our employees, our investors, and our society xe2x80x93 we help make the world a better place.Role DescriptorDHL 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 Detailsxc2xb7 Role title : Territory Managerxc2xb7 Corporate/Business : DHL Expressxc2xb7 Department/Function : Commercial-(Sales)xc2xb7 Job family : Express IN Salesxc2xb7 Reports to : Area Sales ManagerKey ResponsibilitiesThis position services an account base not exceeding 120 active (monthly) DHL customers.He/she will have to perform the following key activities:xc2xb7 Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a xe2x80x98personal servicexe2x80x99.xc2xb7 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.xc2xb7 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.xc2xb7 Conversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).xc2xb7 Act as the customersxe2x80x99 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.xc2xb7 To continually develop knowledge of DHLxe2x80x99s products/services and general commercial awareness in order to provide the best possible solutions to the customers.xc2xb7 Ensure co-operation with other members of the sales team and throughout the sales force.xc2xb7 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 managementxe2x80x99s agreement and justifications.xc2xb7 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.xc2xb7 Produce information for management necessary to evaluate performance vs. key performance indicators.xc2xb7 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.xc2xb7 Complete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.xc2xb7 Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.xc2xb7 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.xc2xb7 Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.xc2xb7 Adhere to regional standard profit margins and discount guidelines.xc2xb7 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 Requiredxc2xb7 Good communication skillsxc2xb7 Excellent interpersonal skillsxc2xb7 Self-motivated.xc2xb7 Good presentation skillsxc2xb7 Display team working skillsxc2xb7 Working knowledge of DHL Products & ServicesProfile Requirements(Experience/Certifications/Qualifications/Licenses)xc2xb7 Minimum 3 years sales experiencexc2xb7 Graduate. MBA PreferredProfile Requirements(Experience/Certifications/Qualifications/Licenses)xc2xb7 Minimum 3 years sales experiencexc2xb7 Graduate. MBA Preferred

DHL