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DHL

8d ago

  • Job
    Full-time
    Mid Level
  • Sales & Business Development
    Logistics
  • Delhi

AI generated summary

  • You need a minimum of 3 years of sales experience and a graduate degree, with an MBA preferred.
  • You will manage customer relationships, conduct sales visits, develop sales strategies, ensure timely reporting, analyze data, and maintain pricing guidelines to maximize account growth.

Requirements

  • Minimum 3 years sales experience
  • Graduate. MBA Preferred

Responsibilities

  • - This position services an account base not exceeding 120 active (monthly) DHL customers.
  • - Manage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a ‘personal service’.
  • - Develop an Annual customer call cycle created annually, reviewed quarterly and updated on a monthly basis (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved.
  • - Build a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
  • - Conversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).
  • - Act as the customers’ main point of contact, by liaising closely with the relevant departments within DHL to ensure that their queries, problems or issues are dealt with appropriately.
  • - To continually develop knowledge of DHL’s products/services and general commercial awareness in order to provide the best possible solutions to the customers.
  • - Ensure co-operation with other members of the sales team and throughout the sales force.
  • - Ensure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management’s agreement and justifications.
  • - Develop a working relationship with the relevant support departments e.g. Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.
  • - Produce information for management necessary to evaluate performance vs. key performance indicators.
  • - Meet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.
  • - Complete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.
  • - Complete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.
  • - Control all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database.
  • - Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.
  • - Adhere to regional standard profit margins and discount guidelines.
  • - Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base & Incumbent has no direct reports.

FAQs

What is the job title for this position?

The job title is Territory Manager.

What are the key responsibilities of a Territory Manager at DHL?

Key responsibilities include managing a portfolio of customers, developing an annual customer call cycle, building strong client relationships, converting qualified leads into customers, and collaborating with other departments to address customer queries and issues.

What qualifications are required for this position?

A minimum of 3 years of sales experience is required, along with a graduate degree; an MBA is preferred.

Where is the position located?

The position is located in New Delhi, India.

What is the shift pattern for this role?

The role is a full-time position with a mixed shift.

Who does the Territory Manager report to?

The Territory Manager reports to the Area Sales Manager.

What skills are necessary for this role?

Necessary skills include good communication skills, excellent interpersonal skills, self-motivation, good presentation skills, and the ability to work well in a team.

How many active DHL customers does a Territory Manager service?

A Territory Manager services an account base not exceeding 120 active DHL customers on a monthly basis.

What is the main goal of the Territory Manager's role?

The main goal is to generate revenue by servicing and retaining existing customers while targeting new business opportunities.

Are there any specific sales reporting requirements for this position?

Yes, Territory Managers are required to complete CVIEW sales reporting requirements, including activities reporting, customer information, and pipeline maintenance.

DHL

Transportation
Industry
10,001+
Employees
1969
Founded Year

Mission & Purpose

DHL is the leading global brand in the logistics industry. Our divisions offer an unrivalled portfolio of logistics services ranging from national and international parcel delivery, e-commerce shipping and fulfillment solutions, international express, road, air and ocean transport to industrial supply chain management. With about 395,000 employees in more than 220 countries and territories worldwide, DHL connects people and businesses securely and reliably, enabling global sustainable trade flows. With specialized solutions for growth markets and industries including technology, life sciences and healthcare, engineering, manufacturing & energy, auto-mobility and retail, DHL is decisively positioned as “The logistics company for the world”. DHL is part of Deutsche Post DHL Group.