DHL

Account Manager – London -UK

Job Overview

Job Role

  • Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximise growth of existing customers to achieve the individual sales (volume and profitability) targets
  • Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems (Comet) so that other DHL staff can access customer and territory information
  • Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognised and met
  • Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met
  • Ensure that customer’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place
  • Develop and implement an approach to secure competitors and prospects business in the shortest time possible
  • Establish Prospects pipeline to support this approach and target them accordingly
  • Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of DHL in assigned territory
  • Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk
  • Take appropriate corrective action internally and/or with the customer
  • Promote DHL brand image and values through own appearance and behaviour so that it reflects DHL high standards and develops customers’ relationship
  • Adhere to country laws/regulations and company procedures/ standards in regard to Safety and Security
  • Adhere to customs / import / export procedures as applicable
  • Ensure any potential security breaches or concerns are brought to the attention of supervisor/manager without delay

 

Skills Required

  • Excellent Planning and Organising
  • IT and Numerate literate
  • Excellent communication skills both verbal and written
  • Strong customer orientation
  • Business acumen
  • Adaptable to change in a fast-paced environment
  • Commitment to excel
  • Cross Border Thinking
  • Build and manage relationships both new and existing
  • 1-2 years sales background in a consultative selling environment within the service industry
  • Business/commercial acumen
  • Experience in a segmented service industry
  • Experience in the Air Express industry or freight forward industry

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