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

As the Regional Sales Manager, you will lead the sales initiatives for a designated region within DGF's India operations. Your role encompasses setting strategic direction of the sales team, as well as achieving sales targets specific to the region. Reporting directly to the Director of Marketing & Sales, you will play a pivotal role in driving revenue growth and fostering a culture of excellence within the sales team.

KEY RESPONSIBILITIES

Sales Planning

• Align regional sales targets and strategies with national Marketing & Sales objectives to ensure effective execution.
• Develop and implement regional sales plans to achieve targets and drive business growth.
• Supporting the sales team in generating new business and trade lanes for the existing and upcoming customers.
• Utilizing Sales360, Sales FRP application to enhance sales efficiency.

Customer Relationship Management

• Regularly engage with key customers and prospects to understand their business needs and requirements.
• Collaborate with existing customers to increase their share of wallet through value-added solutions.
• Identify and onboard new customers that align with DGF's service offerings and values.

Team Management

• Supervise and provide guidance to sales team members, ensuring alignment with organizational goals and targets.
• Monitor and evaluate the performance of satellite office employees to maintain consistency and efficiency.
• Cultivate a high-performance service culture within the sales department, fostering teamwork and collaboration.
• Collaborate with senior colleagues from product and management team to ensure seamless delivery of services.
• Supports local Sales Teams through activities such as account planning and joint visits to top customers, acting as a coach to enhance team performance.

COMPETENCIES

Functional Competencies

• Regional Sales Planning: Capability to develop and execute regional sales plans to achieve targets and drive revenue growth.
• Client Relationship Management: Managing client relationships and ensuring high levels of satisfaction.
• Sales Tools Utilization: Utilizing Sales360, FRP tools to manage sales activities and track customer interactions.Top of Form
• Market Analysis: Competence in analysing market trends and customer behaviour to identify opportunities and develop targeted strategies.
• Performance Monitoring: Track Key Performance Indicators (KPIs) and metrics for team members, assess operational effectiveness, and implement corrective actions as needed.

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 innovatively 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.
• Stakeholder Management:

WHO CAN APPLY?

Must Have

• Bachelor's degree is required.
• 10-12 years of relevant leadership experience in business development, 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.