Territory Manager - KWT

As a Territory Manager, you will be responsible for managing and expanding your assigned sales territory to sustain and strengthen DHL’s market leadership. You will drive individual sales performance while ensuring customer needs are effectively met and exceeded.
1. PRINCIPAL ACCOUNTABILITIES
• 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 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 communicating 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 risk. Take appropriate corrective action internally and/or with the customer. • Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops
2. NATURE AND SCOPE
a) Context The Territory Manager is the prime DHL customer sales contact. The Territory Manager is in daily contact with customers, mainly decision- makers and influencers, but also the users. Internally the Territory Manager has day-to-day interaction with colleagues from the sales team: Customer Support Executive, Major Account Executive and Sales Support. Furthermore, with Ground Operations at station to ensure that the Regular customer gets the required service.
b) Reporting Relationships The Territory Manager reports to the Area Sales Manager within the Relationship Business Unit. The Territory Manager is responsible for the assigned sales territory.
c) Contacts The person will have day-to-day contacts with customers and will represent DHL externally in the assigned sales territory. Internally, they will have frequent contact with their Area Sales Manager and colleagues within the Relationship sales team, as well as ongoing contact with Customer Service, Customer Accounting and Ground Operations.
d) 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 to retain the customers.
e) 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.
f) Planning and Organization 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.
g) Job Challenge 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.
3. JOB REQUIREMENTS (SKILLS AND EXPERIENCE)
• Planning and organizing • Relationship building • Influencing • Drive and initiative • Numeric skills • Great communication skills – written and oral • Analytical • Commercial focus • Highly self motivated • Presentation skills • Preferably with 1-2 years of experience in Sales. • Ability to speak Arabic an advantage
Please make sure to attach your CV when applying for this role.