Job Title

Area Sales Manager

Reference

IDJKT 1507-7

Job Description

Our client is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 325,000 employees, we provide solutions for an almost infinite number of logistics needs. Express deliveries worldwide; freight forwarding with planes, trucks, ships and trains; warehousing services that go beyond just storage, but include everything from packaging to repairs; international mail deliveries; customized and specialized shipping.

POSITION DESCRIPTION

This role focus is to ensure sales revenue objectives are met through the management of skills and efforts of the Sales Force. Specific roles within management may entail direct or indirect sales management.

POSITION RESPONSIBILITIES

Develop proposals for performance improvement work based on customers’ needs 

Operate as a lead consultant to manage and deliver customer-focused service offerings

Assist the Sales Manager Relationship Sales in the development of customer strategies to secure competitor business in major and key account portfolios

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

Develop working relationship

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 complaints received by Customer Service function

Support the inquiry from other country for the service, communication, troubleshooting & sales support

Increase time at POS through reducing/minimizing “time stealers” and ensuring selling time is correctly allocated at POS between maintenance and unplanned maintenance plus new business development calls

Ensure all standard processes are completed in Sales Pipeline

Adhere to regional standards on profit margins and discount guidelines

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 utilization 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 program 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

Ensure all DHL 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

Develop a high performance service culture within the functional department

Plan, organize 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

POSITION REQUIREMENTS

Degree in Business

5 year experiences in sales and marketing preferably in the transportation or service industry. A progressive and proven track record of marketing and sales success.

Experience of building a sales team.

Experience of business consulting and project management techniques

Experience of DHL operations preferred

Communication skills, spoken and written (excellent)

Is focused on identifying and understanding each customer’s needs. Expresses and acts on desire to assist customers in an efficient and friendly manner

Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools

Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk

Facilitates the development of others through personal involvement in coaching, mentoring and sponsorship. Creates an environment that fosters learning, growth and development to improve DHL's capability to achieve the strategic vision

Location

Jakarta, Indonesia