Job Duties:

• Lead the geographic profitability development of designated Strategic Business Customer (SBC) & prospects through positioning DHL as a strategic business partner, and delivering agreed programmes, through a team drawn from across the DHL network.
• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing account base so that the required account sales results are achieved.
• Develop and implement a strategy to promote DHL programs and solutions to the assigned list of customer accounts.
• To drive in gaining other potential business from the new or existing customer outside of the core products.
• To incorporate industry/sub-sector solutions, best practices and knowledge into selling process, and to develop an industry-specific sales plan (with guidance and input from Head of Sales North). · Implement global and regional account acquisition / development approaches and platforms.
• Display strong skills in global customer analysis to ensure that all customer requirements are being fulfilled.
• Manage and co-ordinate the agreed account initiatives, activities and programmes to retain and grow ongoing revenue and profit contributions.
• Develop plans to deny competitor penetration into the accounts.
• Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through DHL.
• Establish and implement a pricing review timetable that ensures improving margins from designated accounts.
• Adhere to regional standards on profit margins management.
• Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff requires management agreement and justification.
• 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 Customer accounts.