Territory Manager JED

Territory Manager

Purpose

Typical measures

§ Ensure that a high level of professional rapport is developed and maintained with all customers

§ Follow up on all customer enquiries and direct customer to the correct DHL department where further information is required

§ Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognized and met

§ Promote DHL brand image and values through own appearance and behaviour so that it reflects DHL high standards and develops customers’ relationship

§ 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

§ Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets

§ 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

team spirited

Problem Solving

The Territory Manager will be the primarily customer contact whenever DHL business is at risk due to issues such as competitive actions, dissatisfaction with DHL service etc. The person will have to resolve those problems in the most efficient way in order to retain the customers.

Customer Orientation

Is focussed on identifying and meeting customer needs.  Acts to establish a long term business partnership with internal and external customers.

Planning and Organizing

The Territory Manager has to establish actionable sales plans for managing prospects and existing customers. The person will have to plan and organize himself in the most effective way; effective route planning and an agreed call cycle with the Customer Support Executive covering the sales territory.

The Territory Manager will have to organize time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards.

Decision Making

The Territory Manager will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The Territory Manager will propose discount agreements to the Sales Manager for approval.

Results Orientation

Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals.

Accountability

Acts responsibly. Can be counted on to keep commitments. Complies with DHL expectations, policies and procedures.  Builds others’ trust in own professionalism, integrity, expertise and ability to achieve results.

Communication Skills

Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style to the needs of others. Listens attentively and asks questions when needed to clarify information.

Self Management

Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive.

Attention to Detail

Is thorough and complete in performing all aspects of the job.  Stays focussed on the details of the job, no matter how small.  Checks and monitors work to ensure accuracy.

§ Good understanding of the DHL Network

§ Excellent verbal communication and interpersonal skills

§ Good presentation skills

§ Excellent organisational skills, including ability to prioritise workload

§ Ability to effectively contribute as a team member as part of a busy team

§ Proven ability to work under pressure in a fast paced, time sensitive environment

§ Demonstrated ability to use initiative/judgement to solve job related issues

§ Strong problem solving capability

§ Passion to provide excellent Customer Service

§ Excellent Selling Skills in a complex sale environment

§ Business/commercial acumen

§ Negotiation Skills

§ Experience in a segmented service industry

§ Experience in the Air Express industry or freight forward industry

§ Understanding of Supply Chain Management

§ Strong ability to impact and influence

§ Good networking skills

§ Excellent interpersonal understanding

§ Strong achievement drive and initiative

§ Excellent communication skills

§ Market industry knowledge