Job Description

Role Purpose Reporting to the Industry Group Director, your overall responsibility is to develop identified Global Multinational Customers by expanding Senior- level Global and Regional customer relationships and identifying customer supply chain nee Role Purpose Reporting to the Industry Group Director, your overall responsibility is to develop identified Global Multinational Customers by expanding Senior- level Global and Regional customer relationships and identifying customer supply chain needs - working closely with the GMNC country-based teams to leverage the power of the DHL Express network to grow the business and achieve the AOP Revenue target. Accountabilities External Grow profitable revenue through the use of upselling and cross-selling within the designated customer based in AP Manage DHL's level of service quality in the provision of Express core and advantage solutions to the designated customer base across AP Develop sales plans for each customer with regards to product mix, penetration , market share, market research, acquistion, cross-selling, upselling and retention. Ensure that the plans are carried out. Develop close relationships throughout all levels of the customer base (including 'front-door' and 'back-door'), and initiate negotiations in order to enhance profitable revenue. Continually evaluate progress within the customer group against pipeline, revenue and profit targets and also against customer plans and take action as required to amend discrepancies. Increase the proportion of customers who utilize advantage solutions and purchase on a regional level.4 Provide value added industry-specific transportation knowledge to customers within a consultative selling framework, and deliver industry-specific advantage solutions to customers. Internal Support regional and local teams in their acquisition of regionally designated Multinational Customers - representing opportunities to TRB as necessary. Maintain contact and support where required for Managers from the same industry in other regions. Process Develop and maintain key industry knowledge, especially with regard to supply chain and transportation solutions. Maximise face-to-face customer sales time by arranging and facilitating support resources in an effective manner. Ensure the implementation and integrity of relevant sales processes, CRM tools and pipeline visibility within the account group. Adhere to regional guidelines for pricing and margin management. Contribute to the annual budget cycle by submitting customer level targets and plans to manager. Min Degree Minimum 8 years experience in a commercial environment with 3 years experience in a consultative selling environment Excellent numeric, written and oral communication skills Knowledge of Supply Chain of a particular industry Comprehensive knowledge of DHL network. Requirement to communicate and manage in English. Another local language would be an advantage but not required. Ability to motivate and and inspire customers to commit to buy. Able to travel