Territory Manager

Job Title – TERRITORY MANAGER



Introduction

DHL is a leading global brand in the logistics industry. DHL’s family of divisions offers an unrivalled portfolio of logistics services, ranging from national and international parcel delivery, international express, road, air and ocean transport, to industrial supply chain management. With its unrivalled presence in developing markets, DHL is decisively positioned as “THE logistics company for the world”.

DHL Express is a company that pioneered cross-border express delivery in 1969 & now is active in more than 220 countries and territories worldwide. We connect people and improve their lives. And we do it by being uncompromisingly customer-centric and delivering excellence day in and day out. By bringing people together and making life simpler – for our customers, our employees, our investors, and our society – we help make the world a better place.



Role Descriptor

DHL Express is looking for a Territory Manager to join & lead our team. He/she will be responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting new business opportunities.

Role Details

· Role title : Territory Manager

· Corporate/Business : DHL Express

· Department/Function : Commercial-(Sales)

· Job family : Express IN Sales

· Reports to : Area Sales Manager

Key Responsibilities

This position services an account base not exceeding 120 active (monthly) DHL customers.

He/she will have to perform the following key activities:

· Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a ‘personal service’.

· Develop an Annual customer call cycle created annually, reviewed quarterly and updated on a monthly basis (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved.

· Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.

· Conversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).

· Act as the customers’ main point of contact, by liaising closely with the relevant departments within DHL to ensure that their queries, problems or issues are dealt with appropriately.

· To continually develop knowledge of DHL’s products/services and general commercial awareness in order to provide the best possible solutions to the customers.

· Ensure co-operation with other members of the sales team and throughout the sales force.

· Ensure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management’s agreement and justifications.

· Develop a working relationship with the relevant support departments e.g. Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.

· Produce information for management necessary to evaluate performance vs. key performance indicators.

· Meet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.

· Complete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.

· Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.

· Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database.

· Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.

· Adhere to regional standard profit margins and discount guidelines.

· Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base & Incumbent has no direct reports.

Skills Required

· Good communication skills

· Excellent interpersonal skills

· Self-motivated.

· Good presentation skills

· Display team working skills

· Working knowledge of DHL Products & Services

Profile Requirements

(Experience/Certifications/Qualifications/Licenses)

· Minimum 3 years sales experience

· Graduate. MBA Preferred



Prepared By:

Hiring Manager

Area Sales Manager

Approved By:

Sandeep Juneja

VP – Commercial

Approved by:

Sunjoy Dhaawan

VP - Human Resources



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