Senior Director, GMNC

at  DHL

ACCOUNTABILITIES:

• Ensure delivery of Commercial strategy and Sources of Growth.
• Manage IDMs and GAMs to comply to GSIP and meet the required KPIs and standards set by Country/Regional/Global Commercial.
• Undertake responsibility for resolving customer issues, ensuring the customer account manager has a clear understanding of the customer’s expectations and requirements.
• Provide leadership and directions to the teams to enable achievement of agreed revenue, profitability and other performance targets.
• Promote and encourage heightened awareness of competitive and general economic trends to ensure maintenance and improvement of DHL market positioning and market share.
• Work with Pricing to implement margin improvement projects; NPC, GPI, Red/Yellow Card.
• Develop a working relationship with Regional CSI and GMNC teams and other relevant regional groups to ensure they are kept up to date with all issues relating to the customer accounts.
• Formulate and implement Industry focused strategies including identifying supporting capabilities required.
• Facilitate, sponsor and support cross functional GQ30 projects and initiatives to ensure sales plans and targets are effectively executed.
• Collate, plan, prepare and present annual business plan and monthly rolling forecasts/re-forecasts.
• Improve skills and competencies or IDMs and GAMs to increase the breadth and depth of services sold.
• Conduct Talent Development Program.

JOB REQUIREMENTS:

• Preferably MBA/ Minimum Degree in Business.
• Minimum 10 years of sales management experience in a service-related industry, selling to large multinational accounts that require consultative and solution selling.
• Experience in managing Sales Groups for a sizable organization.
• Excellent presentation and communication (English) skills.
• Project management skills.
• Performance assessment skills.
• Networking and interpersonal skills.
• Deep understanding of supply chains of various industries.

Reporting to the Vice President Commercial, you will be responsible for the Country GMNC’s customer accounts acquisition & maintenance and revenue & profitability performance.