OVERALL JOB PURPOSE:

• Wins, retains and develops medium-sized Business Customers
• Plans and manages medium-sized Business Customers
• Gathers customer and market information to update Product and Trade Lane on current conditions

QUALIFICATIONS:

• Deep knowledge on DGF products (AFR/OFR)
• Good communication and presentation skills, ideally selling experience in competitive markets
• High degree of self-confidence, initiative and commitment
• PC literate, excellent organizational, communication incl. telephone and writing skills

MAIN TASKS & KEY RESPONSIBILITIES:

• Seeks and prospects for MBC targets to win new customers generally in the 30k - 500k range Net
• Sales per annum
• Plans and manages medium-sized Business Customers
• Builds rapport and trust with customers by being informed about customer's business and the market
• Assesses the type and size of customer needs
• Recommends solutions based on customer needs by using industry knowledge
• Closes business connecting a customer need with a DHL solution and the value it may create for the customer
• Supports customer retention by conducting joints visits with Product, TL and organizing workshops inviting customers to share information on updated regulations, products, etc.
• Uses networks within the various Sales channels within DP DHL to collaborate on customers, marketing strategies and offers a full supply chain of services to service customer needs
• Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)
• Completely uses DGF CRM
• Transfers SC with high value potential to key account Sales channel and opportunities with lower value to TeleSales