Key responsibilities

• Deliver Best in Class customer experience through developing and managing a knowledgeable, productive and responsive team
• Contacting, developing and managing the MCA customers, identifying additional opportunities or potential.
• Acquisition of new customers through digital marketing strategies.
• Be the sales point of contact for the MCA customers.
• Onboarding and proper implementation, making sure that the customer is aware of the various resources and departments within the business.
• Working closely with the Country Marketing team to develop effective Marketing campaigns. Develop and execute campaign plan that meets the shipping needs of Multi Channel customers.
• Develop and deploy business tactics, which focus on new business acquisition and development of current Direct sales channel customers.
• Manage country lead qualification and lead generation
• Drive sales channel improvement through regionally harmonised processes and procedures
• Plan and implement appropriate sales initiatives in order to ensure achievement of sales target
• Close cooperation with other sales functions as well as other departments in DHL
• Managing and developing a contact mix based on the company goals and customer requirements.
• Effective communication with customers as well as various stakeholders and departments within the business.
• Ability to develop and grow customers through a structured sales approach.
• Collaborate effectively with other Commercial Managers to mutual benefit including the management of segment profitability and ensure adequate sales support is provided to the sales team
• Represent DSC at various cross functional business improvement groups e.g. First Choice initiatives, ICCC, EOS, H&S etc.
• Acquire, develop and maintain the Multichannel territory.
• Re-profiling customers. Identify opportunities and manage the MC rank-up process.
• Daily updating and managing the CRM tool (Comet/Stellar). Ensuring that all information is accurate and up to date.
• Participate in automating the sales process of sending sales emails and digital sales campaigns through Marketo.
• Maintaining and increasing knowledge of products, prices, services.
• Develop and deploy business tactics, which focus on new business acquisition and development of current Direct sales channel customers.
• Manage country lead qualification and lead generation.
• Plan and implement appropriate sales initiatives in order to ensure achievement of sales targets (revenue and shipments)
• Ensure DSC is trained and able to utilize all sales tool with accuracy (e.g. GCPT, OMS, GRE, IBS, COMET) to increase the effectiveness and efficiency of daily activity
• Establish and manage productivity targets related to all Sales activities, customer and opportunity

Minimum Requirements

Education & experience

• Tertiary education in Business or similar in related discipline (Commercial, Business, Marketing) preferred or similar work experience.
• Minimum 8 years’ experience in a similar capacity and preferably in a mid-size organisation of a related industry including at least 5 years of management experience in consumer/retail and/or marketing planning. Orientation in the field of transport and forwarding is an advantage.
• Self-starter with planning and organizing skills, analytical, problem-solving skills, and ability to work under pressure and meet tight deadlines.
• Be able to obtain key insights and present them in a simple and compelling way.
• Business, sales, and planning skills.
• Market focus and costumer centric.
• Understanding the key issues and problem solving
• Take Initiative and accountability
• High level of self-activity and self confidence
• Computer literacy – Knowledge and understanding for various computer programs
• Ability to learn new skills