Develop proposals for performance improvement work based on customers‟ needs
Operate as a lead consultant to manage and deliver customer-focused service offerings
Sales Manager Relationship Sales
Assist the Sales Manager Relationship Sales in the development of customer strategies to secure competitor business in major and key account portfolios.
Country Sales Function
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.
Actively support with Marketing function to implement Global, Regional and Country marketing campaigns and initiatives
Work with Marketing function to implement margin improvement projects
Provide the data accuracy of customer master file with CMF team
Actively collect competitor‟s pricing, marketing and service intelligence to counter threats
Work with Finance function to reduce Days Outstanding for improving corporate cash flow and bad debt
Work with Finance function to develop acceptable billing cycles and formats of customers
Work with E-Com to install SPS on key customer‟s sites
Conduct customer visits responding to customer complains received by Customer Service function
Spport the inquiry from other country for the service, communication, troubleshooting & sales support
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.
Sales Pipeline Management and Development
Ensure all standard processes are completed in Sales Pipeline
Profit Margins Assurance
Adhere to regional standards on profit margins and discount guidelines.
Sales Accounts Management & Development
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.
Service Quality Assurance
Ensure all 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.
People - Management
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.