Direct Sales Supervisor - Military veterans preferred

IT’S NOT JUST AN OPPORTUNITY TO GET ON THE CAREER LADDER.

IT’S AN OPPORTUNITY TO HELP THE WORLD GET ON TOGETHER

Why do people call us the world’s most international company? Is it because we operate in more countries than any other logistics provider? Is it because we invented cross border shipping over 45 years ago? Or is it, perhaps, because what we do connects people across the world. And the more we can connect people, the better life on earth becomes.

We love our role in the world. And we’re looking for the right people to help us maintain – and grow it. People like you.

Role Context

Acquire, develop, maintain, and manage the customers within the Multichannel Territory, as well as Digital Account Customers. Through a structured process that maximizes profit from the given portfolio. Managing the annual contact plan for these customers to maximize revenue growth, by making use of telephonic contact, email Campaigns, Re-Qualification / Re-Profiling calls and digital marketing, in collaboration with the marketing team. Sales Management and Marketing cooperation is key point to run this process. Identifying development leads for FS and TS territory, MC Rank up lead. To coach, lead, motivate, and manage the Direct Sales Channels, Multi-Channel and Lead Qualifiers, to grow & achieve revenue budgets, productivity & sales pipeline & scorecard KPI’s. Managing the lead qualifying process, to ensure that the lead qualifying process operates independently from other sales channels, establishing a clear separation.

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