BMR title /Role Title

Commercial Manager

Corporate Division

DHL Express

Business Division

SSA – Commercial

Business Unit

Kenya

Overall Role Purpose

Implement new business opportunities, acquire, develop, and improve DHL’s growth & profit in selected industry sectors over a 12-24 months period.

Reports to

Country Manager-Kenya

Key activities

Overall goals / Typical measures

Process

• Manage the implementation of business plans so as to enhance sales.
• Constantly monitors relevant economic and market trends and provide analysis for the business status.
• Identifies and evaluates products, services and companies that are relevant to the current business.
• Develops and provides cost models for new business planning.
• Designs and manage market intelligence systems.
• Manage work processes that affect the success of own role and contribute to the overall performance of the organization.

Management & development processes

60%

Stakeholder

Internal

• Build a strong client relationship to ensure that the company performs and grows to its maximum potential.
• Manage a portfolio of customers via the team of your subordinates and stakeholder’s engagement forum.
• Liaise closely with the reginal Sales Channels
• Timely manage reported issues that are raised to your level to provide the appropriate support.
• Comply with all company policies and procedures, including those in relation to health, safety, environment and community.

Engagement, Support & reporting

15%

Customer Internal

External

• Lead and coach the functional sales team, Field Sales Executives, Key Account Executives, and Global Executives for DHL products and logistics solutions and selling skills ensuring businesses are acquired and secured.
• Coordinate with Service Station team to provide seamless services to customers and to ensure fair internal treatment.
• Manage frequent contact with direct sales channel customers to maintain a clear understanding of the market.
• Manage daily/weekly contact with peers in your areas of responsibilities and other departments’ management; as well as with their peers in other countries for best support to thrive for excellent performance.

Service completion / delivery

15%

Project - Management

• Manage the imprementation of projects and assignments that have significant impact on the business development for the country.

• On an ongoing basis, seek out and implement opportunities for continuous improvement within the operation domain.

Initiative

10%

Key capabilities

Knowledge and Skills

· Fluent English, written and oral

· Excellent communication and organizational skills

· God knowledge of MS office

· Good negotiation skills

· Team Player

· People management skills

· Awareness of the Supply chain management & logistics processes

Behavioural competencies

· Mature, professional and conscientious as well as paying attention to detail.

· Analytical thinking and judgment skills

· Must be proactive.

· Strong interpersonal relationship.

Expected years of experience

(Minimum)

· At least 7-8 years’ experience in trade/distribution channel

· 3 Years in management of business at country level

Qualifications (Minimum)

• A Bachelors degree in Commerce will be an added a, Sales & Marketing of related field from a recognised institution