Major Accounts Executive - Pipeline

at  DHL Express

ABOUT THE ROLE

To acquire and develop the industries major clients through account management to ensure all targets are met and exceeded.

YOUR TASKS

• Develop business plan for each account including sales strategy, client organization chart, formal agreement, hospitality plan and Senior Management visits to uncover and close Cross Sell Opportunities
• Create a competitive advantage for the customer in his business and price for value on behalf of DHL. Use a consultative approach to understand client’s industry and develop tailored solutions to meet their business needs
• Develop and keep current an appropriate country account strategy in line with country level business plans, to achieve profitable revenue growth
• Develop and manage the after sales strategy for each of the designated customers
• Develop strategies, service initiatives and contingency plans for the effective denial of competitor initiatives with customers to prevent split business and customer defection
• Functionally manage the development and delivery of services and solutions that provide consistency and re‑usability to enable account and non account customers to achieve corporate objectives and gain competitive advantage through providing solutions in their business
• Acquire business from within portfolio of target customers and any other prospects that require MAE account management
• Conduct formal quarterly reviews to include brick walling and discussions on service standards, pricing and product diversification
• Achieve agreed revenue and profit targets through closely monitoring yields across all products and selling complete solutions to the client base
• Monitor financial health of accounts and take steps to assure profitability through migrations and price increases