Overall Purpose:

Lead the geographic profitability development of designated Global Accounts/National Accounts through positioning DHL as a strategic business partner, and delivering agreed programs, through a team drawn from across the DHL network.

Accountabilities

• Identify, establish and manage multi-tier relationships across customer and DHL organizations to ensure a long-term business partnership and achievement of corporate goals

• Build and maintain executive relationships within the designated GCS/MNC/NC customer accounts

• Establish clear understanding of customer expectations and requirements

• Plan & co-ordinate activities and programs to retain and develop sustaining sales revenue

• Develop and manage after sales strategy for each of the designated account customers

• Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing account base so that the required account sales results are achieved

• Develop and implement a strategy to promote DHL Advantage programs and solutions to the assigned list of customer accounts

• Implement global and regional account acquisition / development approaches and platforms

• Manage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributions

• Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through DHL

• Establish and implement a pricing review timetable that ensures improving margins from designated accounts

• Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans

• Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio

• Keep current and provide country GCS/MNC/NC account strategy in line with country level business plans, ensuring profitable revenue growth

• Develop a working relationship with the relevant support sections e.g. Finance, Customer Service & Operations to ensure they are kept up to date with all issues relating to the GCS/MNC/NC Customer accounts

• Provide customer account revenue and activity reporting, as required by the Management team

• To assist on planning and development the sales activities and support the Head of Sales

• Presentation skills

• Good English Communication skills, spoken and written

• Mandarin Chinese is an advantage

• Networking and interpersonal skills

• Analytical skills

• 5 years corporate consultative / solution based sales experience in a service-related industry

• Experience in managing and developing accounts of greater than USD1 million per annum

• Degree in Business (or related discipline)