Role Context

The job holder is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting at new business opportunities.

Key responsibilities

• Manage a portfolio of customers and potential customers via personal sales visits, using face – to – face contact to provide a personal service
• Develop a monthly customer call cycle
• Conversion of qualified leads into customers as well as developing and existing accounts (retention & development).
• Act as the customers’ main point of contact by liaising closely with the relevant departments within DHL to ensure that queries, problems or issues are dealt with appropriately
• Make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. Discount according to agreed guidelines

Minimum Requirements

Education & Experience

• Bachelor Degree /Tertiary Education or related work experience in related discipline and 2 years of experience in a related field
• Commercial minded
• Good Understanding of DHL Network
• Strong business acumen
• Building and managing partnerships
• Good one-one communication skills
• Strong planning skills

Role Context

Plan, organise and direct the Key Accounts Group in country in order to achieve targeted revenues and profitability.

Key responsibilities

• Manage and develop a portfolio of prospects and existing customers & establish customer agreements. Develop and implement an approach to secure competitors major account customers (prospects) in the shortest time possible
• Is in daily contact with customers, provide customer and sales support. Liaise with Ground Operations to ensure that Regular customers get the required service
• Make decisions during negotiation with customers related to volume and discount levels. Propose discount agreements to the sales manager for approval
• Plan, organise and direct the National Channel Group in country in order to achieve targeted revenues and profitability

Minimum Requirements

Education & Experience

• Bachelor Degree and 6-8 years’ experience in related field, including at least 2 years of supervisory experience
• Extensive depth of expertise and knowledge in specialized areas
• A thorough understanding of specific aspects of work supervised
• Develops advanced concepts
• Viewed as expert in functional or business area within DHL
• Deals with cross-cultural tactical issues
• Relationship building
• Commercial focus
• Customer Orientation
• Building and leading teams
• Cross border thinking
• Computer proficiency