Territory Manager – Dubai

Careers at UAE; Dubai; On-site; AED 180,000 - 280,000; Full time

Job summary

DHL Express UAE seeks a Territory Manager to drive revenue in Dubai by servicing existing cargo customers and identifying new business opportunities across the region.

The role requires strong English communication, 3–5 years of core sales experience, excellent organizational and negotiation skills, and the ability to build lasting customer relationships in a fast-paced logistics environment.

Qualifications

• 3–5 years hard core sales experience.
• Excellent communication skills in English; knowledge of Arabic is a distinct advantage.
• Strong interpersonal understanding & presentation skills.
• Excellent organizational skills, including ability to prioritize workload.
• Demonstrated ability to use initiative/judgment to solve job related issues.
• Strong problem solving capability.
• Excellent selling skills in a complex sale environment.
• Good networking, negotiation skills and strong ability to impact and influence.

Responsibilities

• Act as an ambassador for DHL at all times and attend to customer needs in a professional, friendly and courteous manner.
• Ensure that a high level of professional rapport is developed and maintained with all customers.
• Follow up on all customer enquiries and direct customer to the correct DHL department where further information is required.
• Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems so that other DHL staff can access customer and territory information.
• Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship.
• Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met.
• Ensure that customers’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place.
• Develop and implement an approach to secure competitors and prospects business in the shortest time possible.
• Establish Prospects pipeline to support this approach and target them accordingly.
• Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of DHL in assigned territory.
• Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets.
• Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk.
• Take appropriate corrective action internally and/or with the customer.

Skills

Sales experience

Communication skills

Interpersonal skills

Organizational skills

Negotiation

Problem solving

Business development

Networking

Education

Degree/Diploma in business

Job description

Territory Manager – Dubai

COME JOIN THE WORLD’S MOST INTERNATIONAL COMPANY

A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. DHL UAE is the recognized market leader in Express logistics and an Employer of Choice – ranked consistently as Great Place To Work in the UAE.

Join our team and discover how an international network that’s focused on service, quality and sustainability, is able to connect people and improve lives through the power of global trade. And not just for our customers, but for every member of our team too. To learn more about our culture, motivated people and our purpose, please visit www.dpdhl.jobs/express

ABOUT THE ROLE

A Territory Manager is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), through servicing and retention of existing cargo customers and targeting new business opportunities.

YOUR TASKS

• Act as an ambassador for DHL at all times and attend to customer needs in a professional, friendly and courteous manner
• Ensure that a high level of professional rapport is developed and maintained with all customers
• Follow up on all customer enquiries and direct customer to the correct DHL department where further information is required
• Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems so that other DHL staff can access customer and territory information
• Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship
• Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met.
• Ensure that customers’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place
• Develop and implement an approach to secure competitors and prospects business in the shortest time possible.
• Establish Prospects pipeline to support this approach and target them accordingly
• Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of DHL in assigned territory
• Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets
• Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk.
• Take appropriate corrective action internally and/or with the customer

YOUR PROFILE

• Excellent communication skills in English; knowledge of Arabic is a distinct advantage
• 3-5 years hard core sales experience
• Good interpersonal understanding & presentation skills
• Excellent organizational skills, including ability to prioritize workload
• Demonstrated ability to use initiative/judgment to solve job related issues
• Strong problem solving capability
• Excellent Selling Skills in a complex sale environment
• Good networking, negotiation skills and strong ability to impact and influence
• Experience in a segmented service industry, air express industry or freight forward industry highly preferred

Education Level

• Degree/Diploma in business or related fields would be advantageous