Sales Territory Manager

6 months ago

Cairo, Egypt DHL Full time

**YOU TACKLE FOR QUALITY AND GREAT SERVICE. THIS WILL IMPROVE THE LIFE OF OUR CUSTOMERS.**

Would you like to become part of the world's most international company in the world?

A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. DHL Express Egypt is the recognized market leader in Express logistics and an Employer of Choice - with a 2020 global ranking at #2

Do you want to make a difference? Then come to our "Insanely Customer Centric" Team and become a Certified International Specialist

**Role Purpose**

Manage and develop the assigned Field sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.

**Accountabilities**
- Act as an ambassador for DHL at all times and attend to customer needs in a professional, friendly and courteous manner.
- 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 specific group of customers with the objective of continuous positive growth across all products.

**Internal**
- 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.
- Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship.

**Process**
- 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.
- 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.

**People Management**
- Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.

**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 focused 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 respon

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