Openings at DHL

In this Cross Border Controller position

• Understand & process Road Freight shipment requests and execute such request expertly.
• To arrange bookings based on customer requirements with the most qualified & cost efficient transport supplier, capable of executing the shipment requirements.
• Register shipments on CW1 within the specified timeframes (1 hour) after receiving shipping instructions
• Process shipping documentation acquired from customers in the most adequate way to allow DHL CDZ to efficiently & effectively customs clear the shipment within the specified time frame (3 hours)
• Ensuring all shipping documents related to the file are accurately named and stored on eDOCS, following stated document management best practices
• Ensuring all ACR’s & WIP’s are loaded onto registered file at time of registration
• Ensuring all files are properly billed out within the acceptable time frames following best billing practices & ensuring accepted GP margins are maintained.  Files need to be opened at inception of the transaction and invoice upon receipt of the POD. Or dispatch (as per customer SOP).
• To co-ordinate movement of cargo within required/stipulated time frames in order to meet customer needs.
• To manage and monitor all parties in the supply chain of the shipment (Shipper, Carrier & Agents)
• To develop and maintain relationships with suppliers and customers.
• To prepare specific customer reports whenever required.
• Support the Head of Road Freight with negotiation & maintenance of supplier rates and contracts, new/change of systems, directives.
• Receive and accept transport orders from customers.
• Book shipment with transporter on time.
• Follow up acquittals for RIT/RIB shipments.
• Follow up PODs (proof of delivery) with transporters.
• Arrange collection / packing of customer cargo.
• Supply carrier with transport order instructions, CW1 reference No.
• Send Pre-alerts to customer & destination offices and agents.
• Invoice shipment based on estimate or rate agreements.
• To produce thorough and accurate documentation ensuring customer satisfaction and compliance to regulations.
• To participate within the department with regards to industry or regulation changes.
• The identification of Hazardous Cargo and ensuring the cargo is transported under the right regime
• Follow up Standard Operating Procedures (general or customer specific).

Now, here is what we need from you!

• Regulation knowledge – Local Customs & Destination Country Customs & Road Transport requirements
• CCO Certified on CW1.
• Customer focused
• Microsoft Office applications (Excel, PowerPoint & Word)
• Capacity to work on Role 3 and Manage Sickfile Dashboard
• Communication skills – written and spoken
• Interpersonal skills
• Negotiation skills
• Planning, organizing & time management skills
• Capacity to work under pressure

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In this Road Freight Commercial Center Specialist position

General

• Increase number of winning bids through accurate & competitive completion of Road Freight estimate requests
• Ensure product profitability by managing customer selling rates and supplier buying rates
• Maintain minimum 50% hit ratio for all ad-hoc bids and RFQ’s
• Improving carrier base in country by minimum of 100% in first year and 25% YOY

Procurement

• Owns and maintains Country Road freight Tariffs with carriers on agreed validity
• Understanding and managing of costing Structure of Road Freight Supplier
• Manage contract with all suppliers, establish regular carrier meetings and ensures that these are conducted for all key carriers
• Drive best pricing solutions in order to maximize profitability of Road freight. Negotiate and procure best rates in market
• Review existing pricing rates and policies with carriers and network to initiate updates and changes based on market trend/current business requirements and maintain strong relationship with them
• Manage and keep transport supplier (buying) register up to date.
• Execution of global procurement strategy and decisions (rates, process, etc.)
• Monitors carrier/ station performance in conjunction with the Ops Manager and initiates corrective actions.

Estimates

• Development and Implementation of a Rate Card Model for domestic and cross border Road Freight
• Ensure domestic and cross border rates input into the rate management system and validate it for Auto costing, quotations and auto rating
• Standardize costing Model to ensure quick and effective turnaround timings on pricing requests
• Standard quotes are responded within 6 hours excluding weekends and requests received after 4 pm on work days (Monday – Friday)
• Determine profit margin, support and follows up with Sales, Sales Support and Customer Service
• Source and Provide Spot Rates to Sales, Customer Service and customers for all types of cargo to be moved by road
• Follow-up with internal and external customer requests for quotes & pricing.
• Follow-up on all estimates that have been submitted to customers
• Maintain proactive communication/relationship with colleagues and managers
• Maintain and keep estimate/bid register up to date

RFQ Bidding

• Monitor and participate on RFQ’s for road freight together with designated sales person
• Managing and fully owning RFQ Bids for road freight
• Coordinate RFQ’s above 50.000 USD with Regional Head of Commercial Center Road Freight
• Submission of RFQ bids in good time before deadline in customer specified methodology (online, physical or email)
• Participate and consult other departments and products in their pricing strategy for road freight component of freight

Administration

• Supply Month End number of estimates completed, won and lost to Head of Road Freight
• Assist in rate disputes where necessary
• Use of Quoteshop for 100% enquires
• Develop and execute trade-lane management marketing and capacity overview

Quality & Improvement

• Comply with company Quality processes
• Ensure proper storage & management of Communications, rates agreements and win/loss ratio analysis

Now, here is what we need from you!

• Great command of Microsoft Office applications (especially Excel)
• Good time management skills
• Customer Management Skills
• Negotiation Skills
• Be able to communicate with customers effectively and have a great telephone etiquette
• Be a team player
• Be able to work under pressure and be an achiever
• Must be self-motivated
• Must have good inter-personnel skills
• Good negotiating skills and be able to influence customers & suppliers
• Ability to work unsupervised
• High level of attention to detail
• Achievement oriented

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Key responsibilities

• Deliver Best in Class customer experience through developing and managing a knowledgeable, productive and responsive team
• Contacting, developing and managing the MCA customers, identifying additional opportunities or potential.
• Acquisition of new customers through digital marketing strategies.
• Be the sales point of contact for the MCA customers.
• Onboarding and proper implementation, making sure that the customer is aware of the various resources and departments within the business.
• Working closely with the Country Marketing team to develop effective Marketing campaigns. Develop and execute campaign plan that meets the shipping needs of Multi Channel customers.
• Develop and deploy business tactics, which focus on new business acquisition and development of current Direct sales channel customers.
• Manage country lead qualification and lead generation
• Drive sales channel improvement through regionally harmonised processes and procedures
• Plan and implement appropriate sales initiatives in order to ensure achievement of sales target
• Close cooperation with other sales functions as well as other departments in DHL
• Managing and developing a contact mix based on the company goals and customer requirements.
• Effective communication with customers as well as various stakeholders and departments within the business.
• Ability to develop and grow customers through a structured sales approach.
• Collaborate effectively with other Commercial Managers to mutual benefit including the management of segment profitability and ensure adequate sales support is provided to the sales team
• Represent DSC at various cross functional business improvement groups e.g. First Choice initiatives, ICCC, EOS, H&S etc.
• Acquire, develop and maintain the Multichannel territory.
• Re-profiling customers. Identify opportunities and manage the MC rank-up process.
• Daily updating and managing the CRM tool (Comet/Stellar). Ensuring that all information is accurate and up to date.
• Participate in automating the sales process of sending sales emails and digital sales campaigns through Marketo.
• Maintaining and increasing knowledge of products, prices, services.
• Develop and deploy business tactics, which focus on new business acquisition and development of current Direct sales channel customers.
• Manage country lead qualification and lead generation.
• Plan and implement appropriate sales initiatives in order to ensure achievement of sales targets (revenue and shipments)
• Ensure DSC is trained and able to utilize all sales tool with accuracy (e.g. GCPT, OMS, GRE, IBS, COMET) to increase the effectiveness and efficiency of daily activity
• Establish and manage productivity targets related to all Sales activities, customer and opportunity

Minimum Requirements

Education & experience

• Tertiary education in Business or similar in related discipline (Commercial, Business, Marketing) preferred or similar work experience.
• Minimum 8 years’ experience in a similar capacity and preferably in a mid-size organisation of a related industry including at least 5 years of management experience in consumer/retail and/or marketing planning. Orientation in the field of transport and forwarding is an advantage.
• Self-starter with planning and organizing skills, analytical, problem-solving skills, and ability to work under pressure and meet tight deadlines.
• Be able to obtain key insights and present them in a simple and compelling way.
• Business, sales, and planning skills.
• Market focus and costumer centric.
• Understanding the key issues and problem solving
• Take Initiative and accountability
• High level of self-activity and self confidence
• Computer literacy - Knowledge and understanding for various computer programs
• Ability to learn new skills