Head of Sales at DHL

Role Context

• Shape, drive and manage the sales function and define the sub-regional strategy to deliver business growth and profitability, customer retention, improve competitive positioning and optimize resource utilization in line with business strategy, financial objectives, Group guidelines and policies.

Key Responsibilities

• Define the sub-regional sales strategy to cascade and monitor delivery of sales objectives in line with business strategy, financial objectives, Group guidelines and policies
• Lead, oversee and control highly strategic activities and initiatives with significant impact on overall results and very high business risk potential
• Communicate market leadership position and vision/strategy aspiration to customers and internal stakeholders
• Drive market acquisition and retention strategies in order to maximize sales growth in the sub-region and optimize profits
• Drive customer retention, business growth and profitability by supporting customer strategies, contract negotiations and supply chain management strategy
• Approve pricing, product mix, and brand portfolio policies for the function in sub-region
• Define improvement areas based on pipeline reporting in collaboration with sales effectiveness
• Analyze the value of key technologies and industry development and identify change needs for function in the sub-region
• Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization
• Support key customers and drive collaboration and cross selling activities in the sub-region
• Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties
• Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization
• Formulate and roll out mechanisms to ensure sales performance management reporting and direct and approve major sales strategy and development projects
• Analyze complex issues extensively and conceptualize improvements/ changes in sales methods and techniques
• Deliver innovation that directly influence the way the function is operating and making money in the sub-region
• Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating
• Negotiate and authorize critical agreements/ contracts, changing terms and conditions significantly where required
• Lead, direct, coach and develop performance of the sub-regional sales team
• Develop strong trusting relationships with business leaders across DPDHL
• Cooperate with and coordinate 3rd parties e.g. external service providers
• Advise customers and key stakeholders on processessystems and tools

Minimum Requirements

Education & experience

• University degree in a business discipline.
• 3-5 years managerial experience in a selling environment managing Sales Executives & other field-based resources.
• 6-8 years of sales experience