Area Sales Manager – Ongoing Post at DHL

Role Purpose:

• Participate in design and ensure implementation of field sales priorities 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:

Sales Per Day and Revenue Target

• Participate in design of field sales priorities including sales forecast, budget and manpower plans considering business strategy, financial objectives, Group guidelines and policies
• Prepare plans for a defined geographic region, product line or market segment to generate leads, manage accounts and close sales through a field sales team
• Scan market, apply market intelligence, identify and contact prospective customers and build relationships to generate future sales and repeat business
• Assess customer’s business and requirements, and recommend appropriate products/ service
• Develop and deliver sales bids, presentations, proposals and conduct product demonstrations to major customers
• Pursue major prospects and lead negotiations and construct appropriate terms of sale Responsible to drive local sales team to grow the Shipments Per Day (SPD) volumes according to local / country objectives
• Proactively identify potential challenges that may not be clear in own work area and come up with solutions to modify work methods accordingly
• Support field sales representatives in securing critical sales in key or complex accounts
• Responsible to strategically plan and execute best practice (in terms of sales) in order to continuously grow revenue within the respective area and territories.
• Collaborate and resolve issues with various internal teams such as sales, marketing, operations and service management for resolving customer issues, enhancing sales and customer retention

Reporting and Administration

• Responsible to handle escalated queries and customer complaints in a courteous and timely manner.
• Responsible to draft and provide ad-hoc business plans, reports and information sheets as and when required by management or customers

People Management

• Manage direct reports by setting clear objectives, providing regular coaching, and fostering a high-performance culture.
• Ensure effective performance management, including goal setting, feedback, and development planning.
• Responsible to identify and initiate change in KPI priorities from time to time as per local business objectives
• Identify and develop talent within the team, ensuring succession plans are in place for critical roles.
• Promote collaboration, inclusion, and psychological safety within the team to drive engagement and innovation.
• Align team capabilities with current and future business needs, ensuring the Sales team remains agile and future-ready.
• Facilitate continuous learning and professional development to build a resilient and capable sales team.
• Manage team workload and priorities to ensure efficient delivery of Sales priorities.

Minimum Requirements

Experience

• Min 6 years of Field Sales experience, with at least 4 years’ experience leading a high performing team
• Min 4 years’ experience in a similar capacity and preferably in a mid-size organisation of a related industry
• Min 4 years’ experience in consumer/retail and/or marketing planning. Orientation in the field of transport and forwarding advantageous.
• Previous logistics experience advantageous.
• Strong numerical and analytical skills
• Advanced MS Suite Office skills (Word, Excel, PowerPoint, etc.)
• Strong spoken and written communication skills
• Project management skills
• Demonstrated ability to influence and build relationships with senior stakeholders.

Qualifications

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