Territory Sales Manager

Role & responsibilities

Key Responsibilities

This position services an account base not exceeding 120 active (monthly) DHL customers.

He/she will have to perform the following key activities:

• 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 DHLs 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

managements 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.

Preferred candidate profile

Good communication skills

• Excellent interpersonal skills

• Self-motivated.

• Good presentation skills

• Display team working skills

• Working knowledge of DHL Products & Services