COME JOIN THE WORLD’S MOST INTERNATIONAL COMPANY

A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. DHL UAE is the recognized market leader in Express logistics and an Employer of Choice – ranked consistently as Great Place To Work in the UAE for 6 consecutive years, with a 2019 global ranking at #4!

Join our team and discover how an international network that’s focused on service, quality and sustainability, is able to connect people and improve lives through the power of global trade. And not just for our customers, but for every member of our team too. To learn more about our culture, motivated people and our purpose, please visit www.dpdhl.jobs/express

ABOUT THE ROLE

As a Territory Manager is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), through servicing and retention of existing cargo customers and targeting new business opportunities.

YOUR TASKS

• Service an account base not exceeding 100 active (monthly) DHL customers
• Meet the regional call standard of 5 calls per day and to ensure that the sales territory exceeds the revenue budget
• Ensure that all customer issues relating to customer service, service recovery and credit control are coordinated and managed through the relevant DHL departments
• Manage a portfolio of Cargo/Freight forwarding/shipping/relocation customers and potential customers via personal sales visits, using face to face contact to provide a ‘personal service’
• Develop an Annual customer call cycle (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. This call cycle is to be created annually, reviewed quarterly and updated on a monthly basis
• Complete COMET sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance
• Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory
• 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
• Conversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and
  Development)
• Act as the customers’ 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
• 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
• Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions
  to be taken
• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base
• 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
• To continually develop knowledge of DHL’s products/services and general commercial awareness in order to provide the best possible solutions to the customers
• Produce information for management necessary to evaluate performance vs. key performance indicators
• Adhere to regional standard profit margins and discount guidelines
• Ensure co-operation with other members of the sales team and throughout the sales force
• 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 management’s agreement and justifications
• 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

YOUR PROFILE

• Excellent communication skills in English; knowledge of Arabic is a distinct advantage
• 3-5 years hard core sales experience
• Good interpersonal understanding & presentation skills
• Excellent organizational skills, including ability to prioritize workload
• Demonstrated ability to use initiative/judgment to solve job related issues
• Strong problem solving capability
• Excellent Selling Skills in a complex sale environment
• Good networking, negotiation skills and strong ability to impact and influence
• Experience in a segmented service industry, air express industry or freight forward industry highly preferred
• Degree/Diploma in business or related fields would be advantageous