Overall goals / Typical measures
Build sustainable and trusting relationships through a well harmonised & well developed sales force
Country Management / Country Office
Contribute directly towards country revenue and notional result objectives, ensuring delivery of growth rates that enhance market share at planned levels (as per country AOP targets), through effective leadership of designated sales channels.
Drive country sales improvement through regionally harmonized processes and procedures in line with regional direction.
These main programs being the Global Sales Process, Sales Stimulation Initiatives, Sales Stimulation and Sales Training and Development.
Country revenue target
Customer Loyalty Uptraders / Downtrade
Performance versus AOP target
Major competitors & Benchmarking relationship
Business and Trade Associations, Chambers of Commerce
Country Sales Function
Assist the heads of the various sales groups to recognize the areas for improvement in sales force efficiency and effectiveness, thereafter facilitating planning for remedial actions and closure.
Drive and continuously improve country capabilities through facilitating the action items of in country sales audits.
Regional Office Sales / Commercial Function
Collaborate with Sales Development Manager MENA in order to deliver industry best in class sales competence throughout the Direct Sales, Regular and National Customer sales teams.
This will include harmonized processes for competency development, selection, recruitment, induction, objective setting, appraisal, in role development, career development, rewards and recognition and incentives throughout the country sales organization.
In addition, incumbent should ensure delivery of leading edge sales team learning programs.
Collaborate with the Sales Force Automation Manager MENA to implement a sales force automation system that drives both effectiveness and efficiency of sales personnel in the Direct Sales and Regular and National Customer segments, with full transparency of performance levels and integration within the existing DHL proprietary systems.
Annual Planning and strategy implementation
Relevant KPIs as agreed
C-View Quality and usage
Sales Initiatives Deployment & Management
Set the direction for business growth into new and existing customers through Up-selling and Cross-selling.
Ensure that all aspects of the GSP program are well understood and implemented across designated sales channels and that our regional objectives of both sales force effectiveness and efficiency improvement are achieved.
As a result the DHL offering will be truly differentiated through the industry leading professionalism that is delivered at point of sale.
Implement best in class processes, systems, and way of working and deliver competitive advantage both to DHL and DHL National Customers, Regular and Direct Sales customers.
Creating and managing opportunities with a balanced viewof B2B and B2C business in the portfolio.
Developing a culture of profitable growth, through SLNB approached selling.
Demonstrating ethical leadership skills that are in line with the corporate values, and the country employment code of conduct.
Actively Investing in succession planning at all levels of the commercial organization
Gross and Net Margins
Calls per day
New business revenue
Customer Brick Wall Process
People - Management
Develop a high performance service culture within the function.
Plan, organise and direct an efficient and effective function.
Develop IKOs / KPIs with team members and monitor individual performance.
Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.
Identify training needs and opportunities to develop a highly skilled functional department.
Unplanned staff turnover.
Employee accountability and performance.
Skills / Qualifications
Presentation and Communication (English) skills (excellent)
Facilitation and training skills (excellent)
Project management skills
Software skills (Word, Excel, PowerPoint, etc)
Performance assessment skills
Competency segment Business
Customer Orientation : Is focused on identifying and understanding each customer’s needs. Expresses and acts on desire to assist customers in an efficient and friendly manner.
Business Acumen : Understands business principles and language, including the fundamentals of finance and profitability.
Uses this understanding to achieve results and to increase the performance and profitability of our company.
Cross Border Thinking : Has a holistic mindset and stays abreast of important trends that may affect our competitiveness as a group.
Manages the business, giving priority to the international position of our company.
Competency segment Leadership’
Shaping Direction : Develops and communicates strategies and goals that achieve competitive advantage. Demonstrates a clear understanding of the organisation’s strengths, weaknesses, opportunities and threats.
Constructive Challenge : Contributes to an environment where people at all levels stand up for their ideas and where the status quo can always be challenged for the better.
Building and Leading Teams : Knows the talent* needs of the team. Attracts and develops the people who can meet those needs.
Encourages effective cooperation among team members and between teams. Inspires team spirit and the commitment to achieve high standards of performance.
Competency segment Personal’
Building and Managing Partnerships : interpersonal styles to create and sustain effective relationships with business partners (e.
g. suppliers, joint venture partners, industry groups, competitors, governments, unions) and colleagues. Is open to approaches that meet mutual goals.
Commitment to Excel : Challenges self and others to exceed standards and achieve extraordinary results striving for best-in-class.
Is not easily deterred when obstacles or delays are encountered.
Expected years of experience
10 years experience in leading sales processes and people at multiple levels
3 years experience in senior management
Experience in leading large field and telesales teams.
Experience of deploying and managing change in a multi dimensional matrix environment.
Experience in Field & Telesales process management, Sales recording and reporting systems, Sales force automation, Sales Force learning technologies
Degree in Business (or related discipline)