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 current 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 DHLs 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
managements 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