Job Description
ABOUT MARKETING & SALES DEPARTMENT
The Marketing & Sales division at DHL Global Forwarding serves as a crucial link between clients and various operational and product departments. Its primary objectives include acquiring new business opportunities while also ensuring the retention of existing clientele.
JOB SUMMARY
The Sector Head – Key Accounts manages and drives the performance of Business Development Managers, ensuring alignment with global and regional Key Account plans. They oversee the achievement of the country’s sector’s Sales Index, plan and manage the Key Account Team's portfolio, and support Business Development Managers in customer interactions. Additionally, they act as a coach, fostering the development and effectiveness of the team.
KEY RESPONSIBILITIES
Team Management and Development
- Manage and steer a group of Key Account Managers in the country.
- Support the development of plans and targets for the Key Account Team based on country goals.
- Take an active role in the development and coaching of Key Account Managers to enhance their skills and performance.
- Facilitate sales skills and process training relevant to the Key Account channel.
Performance Improvement and Account Management
- Drive performance improvement within the Key Account group to achieve the Sales Index.
- Plan and manage the portfolio of accounts for the Key Account Team, ensuring effective account management and growth.
- Invest in and build critical relationships between CSI/MNC/SC customers and the DGF organization.
Strategic Support and Collaboration
- Support local Key Account Teams through account planning and joint visits to top customers.
- Act as a coach for the Key Account Team, providing guidance and support.
- Ensure alignment of Key Account activities with global and regional strategies, and coordinate with cross-functional teams to support business goals.
- Structured business reviews with all active trading accounts.
COMPETENCIES
Functional Competencies
- Strategic Planning and Execution: Develops and implements sector-specific strategies aligned with global and regional plans to drive business growth and achieve sales targets.
- Customized Solution Development: Ability to develop and tailor logistics and supply chain solutions to meet specific requirements of sector customers.
- Customer Relationship Management: Builds and maintains strong relationships with key customers, ensuring satisfaction and long-term partnership growth.
Behavioural Competencies
- Results Orientation: Drive to achieve sales targets and deliver tangible results in a competitive business environment.
- Team Management: Skill in supervising, training, and motivating sales teams to achieve targets and deliver exceptional service.
- Innovation: Capacity to think out of the box and propose creative solutions to address challenges and seize business opportunities.
- Continuous Learning: Commitment to continuous learning and staying updated with industry trends, sales techniques, and best practices.
- Team Collaboration: Collaborating across teams for smooth operations.
WHO CAN APPLY?
Must Have
- Bachelor's degree is required.
- 10-12 years of relevant leadership experience in sales management, preferably within the freight forwarding, shipping, or logistics industries.
- Excellent verbal and written communication skills to effectively convey ideas, negotiate deals, and collaborate with stakeholders.
- Strong analytical and problem-solving skills to address challenges and find solutions in the sales process.
- Strong customer orientation coupled with a high level of empathy.
Preferred
- Post-graduate degree with a focus on sales/marketing.
- Experience of working at a multinational freight forwarding company.