DHL Strategic Customer Channel Manager BAH

DHL2366 - Strategic Customer Channel Manager-BAH

Business Unit: Express Function: Sales Department: Direct Channel/Telesales Section: Not Applicable

Job Purpose: Manage and develop the assigned Major Account sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.

Principal Accountabilities: Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognised and met. Establish customer agreements and ensure that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customer’s 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 accessible market. Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing major account customers to achieve the individual sales (volume and profitability) targets. Manage all customer-related information by communicating to the Sales Team as well as updating the sales systems so that other DHL staff can access customer and territory information. 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. Continuously develop DHL knowledge, commercial awareness and own skills and abilities in order to provide the best possible standard of sales practices and maximise own contribution to selling process. Promote DHL brand image and values through own appearance and behaviour so that it reflects DHL high standards and develops customers' relationship. As the leader or as a part of the virtual sales team, support the Strategic Business Unit in management of "sub-accounts" in the territory.

Nature & Scope: a) Context: The SCCM is the prime DHL customer sales contact. The SCCM is in daily contact with customers, mainly decision- makers and influencers, but also the user. Internally the SCCM has day-to-day interaction with colleagues within the sales team: Account Managers and Sales Support. Furthermore with Ground Operations at Service Centre to ensure that the Relationship customer gets the required service. b) Reporting Relationships : The SCCM reports to the Country Commercial Manager within the Bahrain Country Office. The SCCM is responsible for the assigned Sales territory. c) Contacts : The person will have day to day contacts with customers and will represent DHL externally in the assigned sales territory. Internally, they will have frequent contact with thire CCM, and their colleagues within the sales team and Strategic sales teams i.e Global Account Managers, as well as ongoing contact with Customer Service, Customer Accounting and Ground Operations. d) Problem Solving : The SCCM will be the primarily customer contact whenever DHL business is at risk due to issues such as competitive actions, dissatisfaction with DHL service etc. The person will have to resolve those problems in the most efficient way in order to retain the customers. e) Decision Making : The SCCM will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The SCCM will propose discount agreements to the CCM for approval. f) Planning and Organisation : The SCCM has to establish actionable sales plans for managing prospects and existing customers. The person will have to plan and organize themselves in the most effective way; effective route planning and an agreed call cycle e covering the sales territory. The SCCM will have to organize time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards. g) Job Challenge : The key challenge of this job is to deliver the agreed levels of revenue and profit in the assigned sales territory, whilst meeting key strategic and Industry customer needs.

Knowledge Skills and Experience: Essential: 3-4 years sales background in a consultative selling environment within the service industry Business/commercial acumen Desirable: Experience in a segmented service industry Experience in the Air Express industry or freight forward industry University bachelor degree in a business discipline Personal: Strong ability to impact and influence Excellent interpersonal understanding Strong achievement drive and initiative Team player Excellent communication skills

Note: you will be required to attach the following: 1. Resume / CV

http://www.dhlmecareers.com/careers

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