Job Responsibilities:

• Develop and implement performance improvement strategies for Account Managers.

• Act as the lead consultant to create customer-focused service offerings.

• Support the Director, Relationship Sales in crafting customer strategies to secure new and incremental business within SMEs and key account portfolios.

• Conduct regular joint visits/calls with sales team member to monitor skill development and identify further training needs.

• Adhere to regional profit margins and discount guidelines.

• Manage a rigorous follow-up process to build relationships with board level directors and senior decision-makers.

• Ensure the country sales strategy is integrated into all major targets set for the sales force.

• Oversee Account Managers use of the pipeline forecast to ensure timely negotiation of business from new and existing customers.

• Ensure comprehensive understanding and implementation of the Global Sales Policy across all sales territories, achieving regional objectives for sales force effectiveness and efficiency.

• Ensure effective servicing of all DHL customers by the sales force, identifying and initiating up-selling and cross-selling opportunities.

• Foster a high-performance culture within the department.

• Plan, organize and direct an efficient and effective department.

• Develop IKOs/KPIs with team members and monitor individual performance.

• Conduct performance appraisals, define training & development plans for all sales team members and ensuring targets are achieved through regular skill assessment.

• Manage the allocation of resources and staff commitment to achieve Global, Regional and Country objectives and targets.