Area Sales Manager at DHL

Role Context

Manage and develop the Relationship Business in Nigeria ensuring a profitable revenue growth for all Relationship customers serviced via the Business Channel, in line with the Channel’s Business Plan and guided by the Country’s Commercial objectives.

Implement business strategies that have direct impact on organizational objectives and results. Make accurate decisions and recommendations that result in the achievement of business results and prevent major delays and additional expenditure.

Key responsibilities

• The Sales Manager will have regular contact with customers and will represent DHL at the highest levels externally. Thereby promoting the Regular segment as a significant element of the DHL business model in the Express market place. In order to deliver – long term, the agreed levels of market share, revenue and profit while minimizing the unit’s cost of sales. Manage and develop customer-focused service and at the same time operate as lead consultant to proposed performance improvement work based on customer needs.
• Ensure there is an annual Business Plan for all Territories in the Sales channel with clear objectives that are aligned with Ad. Hoc, Regular and Advantage segment tactics and targets as appropriate to the customer service by the channel.
• Create, maintain and develop a favorable DHL image with Decision-makers and Key Influencers to facilitate the growth of our Relationship business.
• Analyze, identify and deploy the most appropriate offer to the Relationship customers in order to earn and retain their confidence and loyalty.
• Identify shortfalls in our performance and in conjunction with the appropriate internal functions, determine and agree corrective actions to prevent loss of business.
• Identify the present and future needs of the Sales team to achieve the channel’s Business plan and objectives
• Work with Finance to improve cash flow and also with HR /QDM on staffing need / head count.
• Ensure that agreed Global and National commercial projects/initiatives are implemented and supported within the Relationship Outstation Channels.
• With the Country Commercial Manager determine local sales tactics, and their priority, for adoption for the Regular Segment
• Ensure effective transfer of customers between the Relationship Business unit and other units (Direct and Tele-services) to help drive their continuous development, loyalty and to maximise the long-term benefits to DHL.
• Drive through Sales Development, accurate segment classification of the customers allocated to the Sales Channel.
• Manage the organisational inter-functional interfaces particularly between Ground Distribution and the Sales Channel.
• Agree sales targets/objectives that are measurable and achievable annually/quarterly.
• Plan, organise and direct the Business Unit in order to achieve targeted revenues and profitability.
• Manage a team of individual contributors, viz: Field Sales Executives, Major Account Executives
• Agree the customer service strategies relevant to the Relationship Business Unit with Customer Service as part of the customer team given the difficult terrain in terms of logistics.
• Agree with Customer Access the strategy to drive down cost per shipment by deploying e-Com tools.
• Ensure improved sales force effectiveness and efficiency in all Relationship sales channels.
• Ensure that correct reporting tools and templates are in place to facilitate continuous and accurate measurement of business performance to the required standard.
• Ensure customers are appropriately allocated to territories and ensure their effective transfer in between channels as at when due.
• Because of the spread of the territories involved, the Channels manager will mostly be travelling in between outstation territories, enforcing commercial standards and at the same time moving the business forward.
• Participate in recruitment of suitable staff for the Sales channel, train, and coach, motivate, develop and evaluate their performance.
• Create an environment that generates a high level of motivation and team spirit, in order to maximize available business opportunities and full potential of people within the Sales Channel

Minimum Requirements

• Demonstrated personal leadership skills
• Strong ability to impact and influence
• Negotiation skills
• Customer orientation
• Achievement drive and initiative
• Excellent business / commercial acumen
• Excellent communication skills and interpersonal understanding
• Strategic planner
• Budgeting and Cost control skills

Education & experience

• Minimum 5 years’ commercial/ Sales management experience in DHL or 6-8 years’ experience in multinational service company.
• Fluent in English language
• Good knowledge of the global/local air express and/or freight forwarding business
• Extensive depth of expertise and knowledge in specialised areas
• Thorough understanding of the Commercial aspect of work managed
• Develop advance concepts
• Viewed as expert in functional or business area within DHL