GFPS Regional Client Manager at DHL

Accountabilities:

• Create competitive advantage for customers demonstrating value of DHL by adopting a consultative selling approach
• Maximize customer penetration to grow share of wallet with emphasis on the core product revenue growth
• Cross selling with all DHL business units
• Identify, build, and manage relationships with key decision-makers within assigned accounts to ensure development of long-term business partnerships
• Lead and manage customer presentations and proposals selling solutions and managing customer expectations
• Identify and foster relationships with potential new regional and GFPS customers
• Create “Battle Plans” in collaboration with other countries/regions
• Develop customer as per development strategy outlined in “Battle Plan” in close collaboration with other regions’ RCMs
• Functionally lead and direct regional and country resources to identify and develop opportunities
• Maximize profitability on incremental and new revenue by developing individual customer pricing strategies in conjunction with customer pricing team
• Collaborate with other business units to develop GFPS revenue
• Monitor the account performance in close cooperation with GFPS Executive Desk
• Manage, maintain and improve the customers’ profitability
• Create, manage and grow the sales pipeline
• Achieve agreed revenue and profit targets
• Monitor financial health of accounts and take steps to assure profitability
• Work within specified personal cost budget
• Manage the matrix and direct country sales staff assigned to GFPS customers

Minimum Requirements

Skills & Qualifications:

• In depth knowledge of Supply Chain concepts within Global Financial & Professional Services Industry
• 8 years commercial experience and minimum of 3 years in strategic customer sales.
• Good understanding of DHL organisation and its BU’s
• High numeracy capabilities required for pricing and planning

Able to deal with:

• Country sales managers
• Board members of international companies
• Various business units