Sales Performance and Program Manager

at  DHL

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A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. Do you want to be part of a company that connects people worldwide? And the more people we connect, the better life will be on our planet.
Do you want to make a difference? Then come to our “Insanely Customer Centric” Team and become a Certified International Specialist!

IMPLEMENTATION OF SALES CAPABILITIES ENHANCEMENT PROGRAMS:

• Lead global initiatives and participate in global and regional projects, managing UATs locally and training the team on system/tool developments for effective outcomes.
• Ensure robust execution of Sales programs to guarantee their success and sustainability (full responsibility for the Sales programs within the country).
• Implement Sales Recruitment Guidelines from the Regional Office, ensuring adherence during recruitment of new Salespeople.
• Execute the Global Selling Process for all Salespeople and ensure compliance with standard requirements.
• Promote the implementation of the Global Selling Process and Sales Force Automation programs.
• Apply Regional Sales Targeting and Measurement guidelines, ensuring adherence.
• Establish a Sales Assessment system to guide Sales Managers in identifying development areas for their teams.
• Monitor ongoing SSE practices and measurement systems.

• Deploy relevant global tools and work to enhance the team’s commercialization efforts.
• Act as the primary point of contact for all contracts and administrative matters, as well as for Commercial for DP-DHL audits and reviews.
• Drive initiatives focused on yield improvement campaigns.
• Collaborate with the legal team to update contracts, documents, and terms and conditions.
• Oversee and analyze the Commercial team’s Daily Sales Systems Reports and Pipeline.
• Manage sales systems and tools effectively.
• Provide consultancy and advisory support to the Sales Planning & Development Manager in analyzing, planning, and implementing necessary sales resources for sales programs.
• Enhance sales effectiveness and efficiency through functional support and tools such as sales systems, processes, coaching, and training.
• Perform additional duties as requested by the SPD Manager.
• Lead, train, and coach Sales Analysts to ensure effectiveness and efficiency in their roles.
• Engage with customers to understand market dynamics and needs.
• Participate in customer presentations (QBRs) and occasionally in RFQ proposals, ensuring alignment on service expectations and solutions.
• Manage the ongoing Matrix capturing contract renewals, compliance, e-commerce penetration, QBR reports, and implementations.
• Foster a smooth, transparent working relationship between Business Support and all internal partners (Sales team, Pricing, Network).
• Keep DHL Regional and Local Management informed of relevant Regional Sales program developments within the country.
• Establish protocols and rules of engagement between departments.
• Stay updated on industry trends through participation in relevant industry organizations.
• Coordinate sales process and systems training for new recruits and refresher training for existing salespeople.
• Organize Sales training schedules for the DHL Sales Learning Centre and monitor the progress of Salespeople.
• Standardize Regional Sales Training Guidelines and adhere to Regional and Global Reporting requirements.
• Ensure compliance with Global and Regional standardization policies to align Sales Processes and Systems across the region and globe.