National Customer Manager JED

at  DHL Express

1. KNOWLEDGE, SKILLS AND EXPERIENCE

§ Minimum 4 - 5 years sales experience preferably in commercial logistics or supply chain management.
§ Commercially orientated
§ Proven high performance of managing multinational, complex logistics accounts in a service industry would be an advantage.
§ Computer literate
§ A proven track record in over achievement of objectives
§ Strong numeracy and presentation skills
§ Excellent planning, organising and time management skills
§ Ability to manage / lead.
§ Relationship building and proven strong negotiation skills
§ Ability to influence internally and externally
§ Excellent communication and analytical skills
§ Customer focus (Internal & External)
§ Personal Motivation and drive
§ Account Management ability
Posting Legal Entity SNAS Postal Est.

1. JOB PURPOSE

The job holder is responsible for developing and achieving revenue and profit contribution objectives from a group of customers. The Sales Representative must ensure that he receives the highest levels of service from the Network, use a consultative selling approach, and follow the DHL Global Sales Process.

2. PRINCIPAL ACCOUNTABILITIES

• Gain new business across the entire product portfolio through negotiation at the appropriate level within existing and potential customers’ organizational structures. Effective use of company resources including, department heads and area / regional resources to achieve objectives. Apply externally negotiated arrangements as advised.
• To maintain existing customers of DHL, maximizing loyalty, and ensuring service standards are exceeded at all times. Aim is to build “partnership” relationships with strategic customers, ensuring that contacts at various levels are nurtured. All service failures must be followed up with visits, with communication to the Customer Service / Channel Manager through to resolution.
• To ensure regular visits to major competitor customers are undertaken ensuring that DHL is well placed to take on the business should a change in circumstances (service / pricing / opportunity) permit this. Ensure that intelligence data regarding these accounts is recorded in the Country’s database.
• Meet or exceed all targets and objectives allocated to his portfolio.
• Lead and manage the development of business acquisition projects, customer supply chains and value added services with nominated accounts ensuring targeted revenue and profitability levels in line with plans.
• Lead and direct country resources to identify service opportunities across the entire product portfolio.
• Develop strategies, service initiatives and contingency plans for the effective denial of competitor initiatives with the nominated customers to prevent split business and customer defection.
• Manage the development and delivery of services and solutions that provide consistency and re-usability to enable customers to achieve corporate objectives and gain competitive advantage through the application of Supply Chain Solutions to their business.
• Manage the effective segmentation of each customer to fully understand the customer’s needs and to ensure DHL is targeting the right type of business to achieve long-term profitability objectives.
• Build and understand market share in industry segment responsible for by product.
• Identify, establish and manage multi-tiered relationships across customer and DHL organisations to ensure a long-term business partnership and achievement of corporate goals.
• Lead and manage customer presentations and proposals, ensuring there is a common understanding of service expectations and solutions, both with the customer and DHL.
• To ensure that account customers meet DHL’s corporate payment terms and conditions. Achieve and maintain company DSO target. Recommend account closure for bad debtors where appropriate.