Field Sales Executive – Ongoing Post at DHL

Role Purpose:

• Develop and administer field sales plans and processes to achieve revenue growth, enhance customer retention and acquisition, and increase lead conversion for a defined geographic region, product line or market segment in line with business strategy, financial objectives, Group guidelines and policies.

Key Responsibilities:

• Administer field sales plans and processes, including providing input for sales forecasting, budgeting, etc.
• Deliver sales objectives and revenue growth for a defined geographic region, product line or market segment
• Ensure x4 shipments per day to support the driving of sales volumes
• Ensure effective pipeline management by always upholding a pipeline strength of 40% (of total portfolio revenue)
• Secure new business (x4 FTBs per month) and build on existing core business through repeat orders
• Identify and contact prospective customers and build relationships to generate future sales and repeat business
• Check and understand type and size of customer requirements, and suggest products/ service/ alternative products/ services
• Develop and deliver sales bids, presentations, proposals and conduct product demonstrations to customers
• Follow up prospects, develop terms of sale and close business by connecting a customer need with a DHL solution
• Introduce products and promotions to customers and deploy marketing campaigns as appropriate
• Build rapport and trust with customers by being informed about their business and market
• Coordinate with internal teams such as sales, marketing, operations and service management for enhancing sales and customer retention
• Support customer retention by staying in touch to ensure service satisfaction, providing information useful to the customer and introducing additional services to the customer
• Ensure that the % loss of customers per month remain as low as possible, but never exceed 10%
• Pro-actively identify any risks to customer relationships and / or SPD volumes and intervene accordingly to eliminate potential loss of revenue
• Responsible to manage customer concerns or complaints timeously and in accordance to DHL procedures in order to limit potential loss of customers
• Convince external parties such as skeptical customers, institutions, etc. who are skeptical or unwilling to accept proposals or where decision making process and standards are defined and mandatory
• Ensure that daily updates regarding client visits, client information, sales activity and any other required data are captured using the applicable CRM tools.
• To assist with any other functions outside of the job description to ensure that the Sales Department runs effectively and efficiently according to network standards as required.

Minimum Requirements

Experience

• Min 3 years of Field Sales experience in consumer/retail and/or marketing planning. Orientation in the field of transport and forwarding advantageous.
• Min 2 years’ experience in a similar capacity and preferably in a mid-size organisation of a related industry
• Previous logistics experience advantageous.
• Strong numerical and analytical skills
• Advanced MS Suite Office skills (Word, Excel, PowerPoint, etc.)
• Strong spoken and written communication skills
• Intermediate project management skills
• Demonstrated ability to influence and build relationships with key stakeholders

Qualifications

• Degree in Business or similar in related discipline. Commercial, Business, Marketing preferred.
• Valid driver’s license