Field Sales Executive - Cape Town at DHL

Role Context

• The Field Sales Executive will consult with business owners and introduce them to the #1 Logistics Company in the world. As a sales professional at DHL, you will own a territory and direct the largest, most complex and most strategically significant negotiations, reaching agreements that have significant impact on DPDHL’s bottom line.
• The Field Sales Executive will maintain a high-level of customer service with existing customers and leverage relationships to expand business. Additionally, the sales professional will actively monitor and review customer sales activity and make adjustments to processes and strategies to help the business grow.

Key responsibilities

• Ensure to visit all clients in respective base within the 90-day call cycle
• Build revenue streams with current customers and evaluate opportunities to increase the relationship through face-to-face visits, problem solving and administrative follow-up
• New business potential is also to be investigated at all existing clients during visits
• Ensure to plan and perform 6 client visits per day, existing of maintenance visits, development visits and acquisition visits
• Ensure that the daily client visits are planned and scheduled a week in advance as far as reasonably possible
• Responsible for obtaining x4 First Time Buyers (FTBs) per month
• Continuously uncover opportunities for new business within assigned territory by cultivating leads and utilising your network
• Develop and implement an approach to secure major account customers (prospects) in the shortest time possible
• Ensure that the % loss of customers per month remain as low as possible, but never exceed 10%
• Pro-actively identify any risks to customer relationships and / or SPD figures and intervene accordingly to eliminate potential loss of revenue
• Responsible to manage customer concerns or complaints timeously and in accordance to DHL procedures in order to limit potential loss of customers
• Ensure effective pipeline management by upholding a pipeline strength of 40% (of total portfolio revenue) at all times
• Responsible for growing the Shipments Per Day (SPD) figures according to local / country objectives
• Responsible to strategically plan and execute best practice (in terms of sales) in order to continuously grow revenue with the respective territory
• Collaborate with Sales, Finance and Operations teams to maximise sales and revenue growth within territory
• Ensure that daily updates regarding client visits, client information, sales activity and any other required data are captured using the applicable CRM tools

Minimum Requirements

Education & experience

• Matric / Grade 12
• Commercial Degree/Diploma or related
• 3 years previous experience in Field Sales within related industry
• Valid Drivers License and own reliable transport
• Strong negotiation and communication skills (verbal and written)