Sales Manager

About Marketing & Sales Department

The Marketing & Sales division at DHL Global Forwarding serves as a crucial link between clients and various operational and product departments. Its primary objectives include acquiring new business opportunities while also ensuring the retention of existing clientele.

JOB SUMMARY:

As a sales manager, the role involves leading and motivating sales team to achieve business targets. You'll be responsible for developing and implementing effective sales strategies, nurturing client relationships, and driving revenue growth. This entails overseeing the entire sales process, from prospecting and negotiation to closing deals and ensuring customer satisfaction. Your leadership will be crucial in fostering a high-performance culture within the team, while your strong communication skills will facilitate effective collaboration with clients and internal stakeholders. Your goal is to drive business success by maximizing sales opportunities and delivering exceptional service in a competitive market landscape.

KEY RESPONSIBILITIES:

Sales Cycle Management

• Build and lead a motivated sales team, providing coaching and training to enhance their performance.
• Develop strategic plans for short-term and long-term business growth across specified geographies and product lines.
• Achieve area budgets by driving profitable volume growth through effective sales strategies.
• Take ownership of the entire sales process, including tools and resources, to ensure smooth execution.
• Harnessing Sales360, FRP tools to manage sales activities and track customer interactions.
  
  
  

Customer Relationship Management

• Create an environment conducive to identifying, supporting, and nurturing the right-fit customers for DHL.
• Collaborate with existing customers to increase their share of wallet through value-based selling.
• Proactively address and resolve service issues to uphold DHL's commitment to an "Insanely Customer Centric Culture."
  
  
  

Team Management

• Supervise and mentor sales executives and Business Development Managers (BDMs) to develop them into successful sales professionals.
• Cultivate a high-performance culture within the team by providing motivation, coaching, and leadership.
• Foster cross-functional synergies to support business objectives and ensure alignment with organizational goals.
• Ensure adherence to company policies, procedures, and administrative standards, promoting discipline and professionalism.
  
  
  

COMPETENCIES:

Functional Competencies:

• Client Relationship Management: Managing client relationships and ensuring high levels of satisfaction.
• Sales Forecasting: Forecasting sales volumes and revenues to effectively allocate resources.
• Sales Tools Utilization: Utilizing Sales360, FRP tools to manage sales activities and track customer interactions.
• Market Analysis: Competence in analysing market trends and customer behaviour to identify opportunities and develop targeted strategies.
• Performance Monitoring: Track Key Performance Indicators (KPIs) and metrics for team members, assess operational effectiveness, and implement corrective actions as needed.
  
  
  

Behavioural Competencies:

• Customer Focus: Dedication to understanding customer needs and delivering solutions that exceed expectations.
• Results Orientation: Drive to achieve sales targets and deliver tangible results in a competitive business environment.
• Innovation: Capacity to think innovatively and propose creative solutions to address challenges and seize business opportunities.
• Continuous Learning: Commitment to continuous learning and staying updated with industry trends, sales techniques, and best practices.
• Team Collaboration: Collaborating across teams for smooth operations.
  
  
  

WHO CAN APPLY?

Must Have:

• Bachelor's degree is required.
• 7-9 years of experience in customer-facing roles, preferably within the freight forwarding, shipping, or logistics industries.
• Excellent verbal and written communication skills to interact with clients and team members effectively.
• Strong analytical skills to identify issues and develop effective solutions. Preferred
• Post-graduate degree with a focus on sales/marketing is preferred.
• Experience of working at a multinational freight forwarding company.