Field Sales Executive at DHL

Job Purpose:

• Develop new business with a primary focus on African Airfreight Business Customers (AFR BC) for the overall sales development of DHL Global Forwarding Sales & Marketing function.
• DHL Global Forwarding has an opening Field Sales Executive Durban, South Africa.  Join us in connecting people and improving lives!

In this Field Sales Executive position

• Achievement oriented.
• Successfully delivering on both target and high customer satisfaction measures

Customers – New & Existing

• Focus on developing and growing ZA DUR Airfreight Business Customers (AFR BC), including identifying, prospecting, and closing new AFR airfreight opportunities.
• Align to regional & Local AFR trade lane strategies and actively position DHL Global Forwarding airfreight solutions within the BC segment.
• Develop and maintain strong existing customer relations and loyalty through ensuring customer satisfaction.
• Respond to customer enquiries/complaints.
• Manages a defined portfolio of potential customers and wins them for a lasting business relationship with DGF.
• Seeks and prospects for BC targets to win new customers generally in the 60k-1000k Euro range Net Sales per annum
• Plans and manages medium to large - sized Business Customers
• Builds rapport and trust with customers by being informed about customer’s business and the market
• Recommends solutions based on customer needs by using industry knowledge
• Is responsible for closing business by connecting a customer’s needs to a DHL solution by offering value to the clients supply chain
• Uses networks within the various Sales channels within DPDHL to collaborate on customers, marketing strategies and offers a full supply chain of services to service customer needs
• Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations

Sales Manager

• Highlights to Sales Manager on observations of market dynamics for example competitors’ behavioural patterns.

Other Departments

• Maintain and support interdepartmental relationships.
• Collaborate with colleagues across the organization to achieve shared goals.

Business Development

• Develops sales plan/strategy/activities to achieve target budgets.
• Responsible for conducting high quality presentation of the entire range of standardized products to customers.
• Develop target lists of new business and continuously review and update.
• Establish and present customized offers to customers.
• Negotiate with customers on contractual terms of service provision that is aligned to corporate sales policy and procedures.
• Adhere to approved credit limits granted to customers and enforce previously agreed payment terms.

Business Performance & Results

• Prepare and realize planned sales calls.
• Responsible for product targets.
• Responsible for budgeted growth in new and additional business.
• Secure/collect all necessary information to assess credit worthiness of potential customer.
• Support receivables functions.
• Ensure Customer commitments are clearly communicated to respective operations – clear business set up process.
• Report activities, quotes, sales calls and other information through CRM
• Perform roles and responsibilities in compliance with Company Policies, Procedures and Instructions.

Now, here is what we need from you!

• Outstanding communication and negotiation skills and the ability to focus on outcomes.
• Proven ability to build and manage relationships.
• Champion for development of successful sales engagement.
• Ensure a sound understanding of, show knowledge of and be strongly conversant in our industry workings.
• A good working knowledge of airfreight, ocean freight, road freight, customs clearing, imports, exports and international trade.
• Relevant experience in sales, business development and logistics.
• Advanced multilingual skills preferred, i.e. English.
• Strong Microsoft Office skills.
• Results oriented People Management skills
• Experience: Minimum 3-5 years within the transport, logistics or freight forwarding industry (or similar service industry).
• Experience in Freight Forwarding and Customs Clearing sales environment with proven record advantageous.
• Education: Matric,Relevant business degree.