Field Sales Executive

2 weeks ago

Manama, Bahrain DHL Full time

**Would you like to become part of the world's most international company?**
***
**A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. Do you want to be part of a company that connects people worldwide? And the more people we connect, the better life will be on our planet.**
***
**Do you want to make a difference? Then come join our Insanely Customer Centric Team and become a Certified International Specialist**

**JOB OVERVIEW**
- This role is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting at new business opportunities.
- The Field Sales Executive is the prime DHL customer sales contact.
- Internally, the role has day-to-day interaction with colleagues from the sales team: Customer Support Executive, Major Account Executive/BDMs and Sales Support. As well as with Ground Operations at station to ensure that the Regular customer gets the required service.

**MAIN RESPONSIBILITIES**:

- 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.
- Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customers’ 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.
- 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.
- Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems so that other DHL staff can access customer and territory information.
- 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.
- The Field Sales Executive 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.
- The Field Sales Executive will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The Field Sales Executive will propose discount agreements to the Sales Manager for approval.
- The Field Sales Executive 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 Field Sales Executive will have to organize time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards.
- The key challenge of this job is to deliver the agreed levels of revenue and profit in the assigned sales territory, whilst meeting key customer needs.

**EXPERIENCE, SKILLS & EDUCATION QUALIFICATION REQUIREMENTS**:
**Essential**:

- Must have at least 2 years of Corporate Sales or Business Development Experience, must have experience handling multiple clients at the same time.
- Must have a minimum of a Bachelor’s degree or higher, preferably in Business or Other.
- Excellent selling skills in a Complex Sales Environment.
- Business or Commercial Acumen.
- Strong Negotiation Skills.
- Fluent in English and Arabic.

**Desirable**:

- Experience in an enterprise selling environment at board level.
- Experience in a segmented service industry.
- Experience in the air express industry or freight forwarding industry.
- Understanding of supply chain management.

**Competencies**:

- Strong ability to impact and influence.
- Good networking skills.
- Excellent interpersonal understanding.
- Strong achievement drive and initiative.
- Excellent communication skills.
- Market industry knowledge.

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