Overall Role Purpose

Lead the geographic profitability development of designated Global Accounts/National Accounts through positioning DHL as a strategic business partner, and delivering agreed programmes, through a team drawn from across the DHL network.

Accountabilities

• Identify, establish and manage multi-tier relationships across customer and DHL organisations to ensure a long-term business partnership and achievement of corporate goals
• Build and maintain executive relationships within the designated GCS/MNC/NC customer accounts
• Lead and manage customer presentations and proposals
• Establish clear understanding of customer expectations and requirements
• Provide customer oriented service at all times relating to specific sales and customer expectation issues
• Plan & co-ordinate activities and programmes to retain and develop sustaining sales revenue
• Develop and manage after sales strategy for each of the designated account customers
• Provide customer account revenue and activity reporting, as required by the Management team
• Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio
• Keep current and provide country GCS/MNC/NC account strategy in line with country level business plans, ensuring profitable revenue growth
• Provide country inputs to the development of account strategies
• Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans
• Drive sales improvement through regionally harmonised processes
• Contribute to the regional bidding or RFQ process when requested

• Bachelor Degree or higher in Business Administration or related field
• 5 years corporate consultative / solution based sales experience in a service-related industry
• Experience in managing and developing accounts of greater than USD1 million per annum
• Presentation Skills
• Communication skills, spoken and written
• Networking and interpersonal skills