DHL

Major Account Manager – London – UK

Job Overview

Job Role

  • Develop and implement a personal sales plan and call cycle that incorporates initiatives for building the relationships necessary to gain development business and maximise growth of existing customers
  • 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 existing major 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 fuel surcharge compliance and annual price increase targets for customers are met
  • Ensure that when any ongoing discrepancy arises between actual and promised volumes a re-negotiation takes place according to shipping to profile guidelines
  • Develop and implement an approach to secure competitors’ business in the shortest time possible
  • Establish opportunity pipeline to support this approach and target them accordingly
  • 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
  • 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 and Attributes Required

  • Excellent Planning and Organising
  • IT literate
  • Excellent communication skills (oral and written)
  • Strong customer orientation
  • Business/Commercial acumen
  • Commitment to excel
  • Ability to build and maintain relationships both internal and external
  • 2-3 years sales background in a consultative selling environment within the service industry
  • Experience in the domestic parcels industry is desirable

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