Area Sales Manager

DHL Express (Malaysia) Sdn Bhd; Shah Alam; On-site; MYR 90,000 - 150,000; Full time

Job summary

DHL Express Malaysia seeks an Area Sales Manager to lead sales force optimization, drive revenue growth and strengthen relationships with senior decision-makers across key accounts.

The role demands 5 years in sales/marketing, team-building and consulting experience, with preference for DHL operations knowledge. You will implement country sales strategy, monitor forecasts, and promote Up-Sell/Cross-Sell opportunities in a dynamic international environment.

Qualifications

• 5 years experience in sales and marketing in transportation or service industry.
• Experience in building a sales team.
• Experience in business consulting and project management techniques.
• Experience of DHL operations preferred.
• Degree in Business.

Responsibilities

• Meet sales revenue objectives through effective management of the Sales Force’s skills and efforts.
• Develop proposals for performance improvement work based on customers’ needs.
• Operate as a lead consultant to manage and deliver customer-focused service offerings.
• Assist the Sales Manager Relationship Sales in developing customer strategies to secure competitor business.
• Perform regular co-visits/calls with sales team to monitor development of skills and training needs.
• Increase time at POS by optimizing selling time and new business development calls.
• Adhere to regional profit margins and discount guidelines.
• Manage follow-up processes to build relationships with board-level directors.

Skills

Sales & marketing experience

Team building

Business consulting

Project management

DHL operations knowledge

Education

Degree in Business

Job description

OUR TACKLE FOR QUALITY AND GREAT SERVICE. THIS WILL IMRPOVE THE LIFE OF OUR CUSTOMERS.

Would you like to become part of the world’s most international company?

A company that pioneered cross-border express delivery in 1969 is now active in more than 220 countries and territories worldwide. Do you want to be part of a company that connects people worldwide? And the more people we connect, the better life will be on our planet.

Do you want to make a difference? Then come to our Insanely Centric Team and become a Certified International Specialist!

We are committed to equal opportunity and reject any forms of discrimination. The basis for employee selection at DHL Group is qualification, performance, skills and experience.

YOUR TASKS

• Ensure sales revenue objectives are met through effective management of the Sales Force’s skills and efforts, covering both direct and indirect sales management responsibilities where applicable.
• Develop proposals for performance improvement work based on customers’ needs
• Operate as a lead consultant to manage and deliver customer-focused service offerings
• Assist the Sales Manager Relationship Sales in the development of customer strategies to secure competitor business in major and key account portfolios.
• Perform regular co-visits/calls with members of the sales team to monitor development of skills and to identify further areas for training and development.
• Increase time at POS through reducing/minimising “time stealers” and ensuring selling time is correctly allocated at POS between maintenance and unplanned maintenance plus new business development calls.
• Adhere to regional standards on profit margins and discount guidelines.
• Manage a rigorous follow-up process aimed at building relationships with board level directors and senior decision-makers
• Ensure country sales strategy is incorporated into all major targets set for the sales force.
• Monitor Account Executives utilisation of the Pipeline Forecast and ensuring that business from new and existing customers is successfully negotiated in a timely manner. (Tactical Checklist and Pipeline Forecast tools and methodology)
• Ensure all aspects of the GSP programme are well understood and implemented across all sales territories and that the regional objectives of both sales force effectiveness and efficiency improvement are achieved. As a result, the DHL offering will be truly differentiated through the industry leading professionalism that is delivered at point of sale.
• Ensure all regionally determined call targets are met by the Account Executives and all sales territories utilize an annual call cycle, which is reviewed quarterly and updated monthly.
• Ensure all DHL customers are serviced effectively by the sales force and that Up-Selling and Cross-Selling opportunities are identified and negotiations commenced. Each sales territory should include the Brick Wall and Relationship Balance Sheet methodology and improved targets must be continually sort.
• Develop a high performance service culture within the functional department.
• Plan, organise and direct an efficient and effective functional department.
• Develop IKOs/KPIs with team members and monitor individual performance.
• Conduct performance appraisal: define training & development plans for all members of the sales team and ensure targets are achieved through regular assessment of their skills.
• Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.
• Identify training needs and opportunities to develop a highly skilled functional department.

YOUR PROFILE

• 5 years experience in sales and marketing preferably in the transportation or service industry. A progressive and proven track record of marketing and sales success.
• Experience of building a sales team.
• Experience of business consulting and project management techniques.
• Experience of DHL operations preferred.
• Degree in Business

OUR OFFER

• Strong career support in an international environment
• Great culture and colleagues
• Multifarious benefit program

We look forward to receiving your application!

DHL Express is the global market leader and specialist in international shipping and courier delivery services. We have been building and continuously improving our service for more than 50 years. Key to our success is the strength of our global network, spanning more than 220 countries and territories, in which some 111,000 employees provide services to more than 2.6 million customers.

What really sets us apart is the international shipping expertise of our people. Their knowledge, coupled with their passion and ‘Can-Do’ attitude, delivers a truly world‑class service and ensures that your shipments get to their destination securely and as quickly as possible.

DHL EXPRESS IN MALAYSIA

As the first worldwide carrier to operate in Malaysia and Asia Pacific, our experience gives us unique insight into the needs of our customers in the Malaysian market as it grows in scope, stature, and sophistication within the global economy.

DHL Express Malaysia owns the strongest ground infrastructure and most robust facilities among express integrators; encompassing six gateways, four dedicated aircrafts, 21 service centres, 185 point of sales, and 348 vehicles. All serve to ensure we provide comprehensive coverage and great service quality.

DHL’s dedicated network as well as commercial airline partnerships connects our Central Asia Hub in Hong Kong to the rest of the world. With such nimble network connection, we are able to offer competitive service with better transit time as well as direct and efficient routing of shipments from Malaysia to key Asia Pacific and European destinations (e.g. TDX 9:00 and 12:00 delivery to major AP destinations).

History

DHL is the first international air express company to set up operations in Malaysia since 1973. With our experience in local and regional markets, you can expect the highest level of quality and service in a total logistics solution. We have invested continuously in people to make improvements in infrastructure and systems. We have built the world's most sophisticated computerised Customs clearance network and introduced a nationwide mobile scanning system.

We cater to all needs when it comes to international business. We understand the importance of reliability and time critical shipments to keep businesses running smoothly.

History

DHL is the first international air express company to set up operations in Malaysia since 1973. With our experience in local and regional markets, you can expect the highest level of quality and service in a total logistics solution. We have invested continuously in people to make improvements in infrastructure and systems. We have built the world's most sophisticated computerised Customs clearance network and introduced a nationwide mobile scanning system.

We cater to all needs when it comes to international business. We understand the importance of reliability and time critical shipments to keep businesses running smoothly.

What can I earn as an Area Sales Manager