National Customer Manager at DHL

Role Description

Responsible to manage and develop the assigned National Channel sales territory in order to maintain and grow the DHL market leadership position.

As a sales professional at DHL you will own a territory / industry and direct the largest, most complex and most strategically significant negotiations, reaching agreements that have significant impact on DPDHL’s bottom line.

The National Customer Manager 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

• Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers
• Understanding of the customers’ business, drivers, and organisation, and an understanding of the value that DHL Express brings to the customer to drive real business outcomes
• Establish customer agreements, ensure pricing guidelines are applied, and profitability targets are adhered to.
• Dissemination of key messages, initiatives, and of information pertaining to the value DHL Express brings to that specific customer at all levels of the customers organisation
• Business partner to the customer, establishes a defensible barrier to competitors, maximises the business potential of their customers, and acts as the primary interface for all solutions and services for our customers
• Champions the customers needs and requirements within the DHL Express organisation
• Exploit all opportunities from existing and potential customers.
• Develop and implement a personal sales plan and call cycle that incorporates targets
• Manage all customer related information through communication and sales tools
• Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk. Take appropriate corrective measures.
• Continuously develop DHL knowledge, commercial awareness and own skills.
• Promote DHL brand image and values through own appearance & behaviour

Minimum Requirements

• Relevant University Degree or equivalent
• Excellent written and verbal Business English communication ability and skills
• Own transport
• Valid driver’s license
• 5+ years’ experience in Key Account Management (logistics / courier industry advantageous)
• Strong interpersonal and presentation skills and the ability to deliver complex solutions in simple terms
• Must have strong networking with internal and external team members
• A proven track record of success in the industry/sector
• Experienced in complex sales, including early engagement in the customer buying cycle at senior levels, building long term strategic and executive relationships, and opportunity planning
• Previous working experience in a complex organization
• Strong negotiation skills
• Strong relationship and account management skills
• Understand the strategic direction of DHL Express
• A well developed sense of the industry and market trends
• Good knowledge of commercial and contract terms
• Exceptional knowledge of internal sales processes and systems required to provide superb customer experience
• Analytical skills
• Computer Literacy
• Ability to plan effectively
• Knowledge of DHL Operations
• Knowledge of Air Express Industry