Area Sales Manager

DHL; Shah Alam; On-site; Confidential; Full time

Benefits offered by this job

Career development

International culture

Benefits package

Job summary

DHL is seeking a Certified International Specialist to lead sales excellence across direct and indirect channels. You will align country sales strategy with regional objectives and develop customer strategies to secure key accounts.

The role focuses on coaching, performance improvement, and maintaining relationships with board level directors, while reinforcing DHL's global field operations and cross-border logistics expertise.

Qualifications

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

Responsibilities

• 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.
• 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.

Skills

Sales management

Account development

Consulting

Project management

DHL operations experience

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