Major Accounts Executive - Future Opportunity

JOB PURPOSE
To acquire and develop the industries major clients through account management to ensure all targets are met and exceeded.

JOB RESPONSIBILITIES

• 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
• Manage, Maintain and improve the customer’s business profitability
• Identify, establish and manage multi tiered relationships across customer and DHL organizations to ensure a long-term business partnership and achievement of corporate goals
• Lead and manage customer presentations and proposals, ensuring there is a common understanding of service expectations and solutions
• Develop business plan for each account including sales strategy, client organization chart, formal agreement, hospitality plan and Senior Management visits to uncover and close Cross Sell Opportunities
• Create a competitive advantage for the customer in his business and price for value on behalf of DHL. Use a consultative approach to understand client’s industry and develop tailored solutions to meet their business needs
• Develop and keep current an appropriate country account strategy in line with country level business plans, to achieve profitable revenue growth
• Develop and manage the after sales strategy for each of the designated customers
• Develop strategies, service initiatives and contingency plans for the effective denial of competitor initiatives with customers to prevent split business and customer defection
• Functionally manage the development and delivery of services and solutions that provide consistency and re usability to enable account and non account customers to achieve corporate objectives and gain competitive advantage through providing solutions in their business
• Acquire business from within portfolio of target customers and any other prospects that require MAE account management
• Conduct formal quarterly reviews to include brick walling and discussions on service standards, pricing and product diversification
• Achieve agreed revenue and profit targets through closely monitoring yields across all products and selling complete solutions to the client base
• Monitor financial health of accounts and take steps to assure profitability through migrations and price increase.
• Build executive relationships within the Account customers through involving Senior DHL Managers
REQUIREMENTS

• Demonstrated ability to use initiative/judgement to solve job related issues
• Good understanding of DHL Network
• A minimum of 3 years experience in a commercial environment
• A minimum of 2 years in the current role
• Expert knowledge of the DHL Infrastructure, products and services
• Strong customer service orientation
• Ability to operate and functionally manage people in an informal matrix structure (Networking, persuasive and negotiation skills)
• Basic knowledge of the supply chain for a particular industry