Open Positions at DHL

In this Key Account Manager- Technology Sector  position

• You will manage the relationship of a defined number of CSI/MNC and SC customers and prospects in the Technology sector, serving as the primary contact for the customer and coordinating the account with regards to Trade Lane involvement.
• You will seek and prospect for Strategic Customer targets to win new customers in the Technology sector.
• You will ensure that Key Account activities are aligned with the global/regional Technology sector strategy.
• You will deliver the regional and country customer budget by maintaining a healthy pipeline, good contractual performance, and proactive thinking.
• You will work on regional customer initiatives and implement global business plan contents for the Technology sector.
• You will collect relevant customer information for the RFI/RFP/RFQ and prepare documents for customer implementation to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's).
• You will coordinate with Program Managers on account planning, customer enquiries, and business reviews.
• You will consult regional/global sector Heads on potential solutions and best practices in relation to the Technology sector.
• You will maintain knowledge and awareness of competing products/services, discount, and pricing structures in the Technology sector, and how best to service and motivate key accounts to stay with the business.
• You will ensure that profitable sales volume and strategic objective targets are met through assessing, clarifying, and validating consumers’ needs on an ongoing basis.
• You will lead solution development for the identified improvement areas, coordinating the involvement of any relevant business personnel, and develop and maintain strong existing customer relations and loyalty through ensuring customer satisfaction.
• You will take part in the strategic account planning process in which departmental financial targets, performance objectives, account management standards, and critical milestones over specific periods of time are decided upon.
• You will review target achievement and create reports for senior management.
• You will respond to customer enquiries/complaints.
• You will conduct high-quality presentations of the entire range of standardized products to customers.
• You will develop target lists of new business within the existing portfolio and continuously review and update the pipeline.
• You will negotiate with Technology customers on contractual terms of service provision that are aligned with corporate sales policy and procedures.
• You will adhere to approved credit limits granted to customers and enforce previously agreed payment terms.
• You will prepare and realize planned sales calls, reporting activities, quotes, sales calls, and other information through the customer database system, i.e., Sales360.
• You will maintain Sales360 record keeping and estimate preparation and follow-ups.
• You will constantly improve your professional skills by attaining relevant certifications.

Now, here’s what we need from you.

• Good understanding of the Technology sector in the forwarding industry.
• Experience with customers
• Ability to identify customer needs by gathering information and building long term relationships.
• Ability to work in a team environment and transfer of knowledge to team members
• Ability to work under extreme pressure with minimal supervision.
• Ability to communicate effectively on all levels
• Ability to use initiative and be a self-starter
• Creativity and problem-solving capabilities
• Ability to use sound judgment, manage risk and anticipate impact on overall business
• Minimum of 4 years in working experience in a marketing/operations/ sales position.
• A bachelor’s degree in Sales, Business Management, Communications, Marketing, Customer Relationship Management, Business Administration or any other related field.
• Matric is a requirement
• Preferable tertiary education including diploma an advantage.

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Key Tasks

• Driving volume growth across all AFR products in close coordination with AFR Country management and Country product heads. Together with Regional Trade Management, drive the focus on trade lanes and countries as per Trade Lane growth plan.

ACC

• Lead AFR pricing activities and ensure pricing efficiency and competitiveness for all airfreight related sub-products.
• Overseeing all large tenders running through the ACC specialists as part of the global RFQ process and ensure efficient execution with all stakeholders.
• Drives automation within the Tender management set up.
• Spearheads RFQ analytics to improve win ratios.
• Drives risk-taking analysis & proposals to deliver country growth targets.
• Simplify country led RFQ’s to increase efficiency.
• Drives STP on tender business

Senior Commercial Product Engagement

• Driving senior commercial product engagement
• Focal point for Country product development 

BC Segment

• Responsible for the Country Growth structure and Country RDM structure (RDM where applicable)
• Drives development and execution of local trade lane plans via AFR FS Major across all AFR products, according to focus Trade lanes defined by Trade Management
• Drives target customer definition from a product and/or trade perspective together with local AFR product heads, Trade Management and Marketing & Sales.
• Drive STP within the BC segment with Sales.
• Coordinates and aligns the commercial approach for all AFR products together with Marketing & Sales.
• Country focal point for Marketing & Sales.
• Ensures process alignment together with Marketing & Sales within the country.
• Aligns Marketing & Sales activities across the country as relevant to AFR product.

Now, here’s what we need from you.

• In-depth knowledge in the logistics industry especially the airfreight product both imports and exports.
• Clear result orientation and commercial mindset
• Strategic but action-oriented mindset which contributes to business
• Strong commercial sense and motivation to serve the customer
• Good negotiator, always having the aspired goal in mind
• Needs to be able to lead a team
• Excellent networking abilities and impeccable interpersonal approach
• Able to lead larger internal and external meetings
• Readiness to coach people and likes to work across cultures
• 8 years of experience in the AFR forwarding industry.
• Sales experience is essential.
• Experience in Trade Lane development.
• Used to work in a multinational environment and in a large corporation with proven track record of customer growth and Leadership.