Lead, Manage the Sales team in Lebanon. Attain team revenue, profit and yield targets through organisation, planning and direction of the team.
- Create the right sales organisational structure to meet the needs of the customer base and grow the business to dominate the Express market in Express in all relevant market segments
- Recruit, train and motivate the sales staff to ensure necessary quality and quantity of staff are deployed to meet targets and maximise customer satisfaction.
- Ensure customer database is updated and maintained through use of the sales automation tool.
- Ensure field sales team perform regular call cycle planning and action accordingly.
- Ensure implementation of the Global Sales Processes and the company’s management practices
- Manage the sales team to ensure country revenue and profit targets are met.
- Develop a well structured and SMART sales incentive program to support aggressive growth and target achievement.
- Draft department business plan that illustrates how revenue and profit targets will be achieved.
- Maintain focus on price and value in a competitive market to ensure maximum yield.
- Identify and comply with the company’s reporting requirements.
- Ensure service quality is maintained and service issues are addressed promptly to maximise customer satisfaction and retention rates
- Study and understand existing and prospective customer shipping requirements and work closely with the sales team to ensure continued growth and development of existing accounts.
- Use Global Sales Process pipeline model in order to ensure that new revenue opportunity and retention levels remain high.
- Ensure call activity is in line with target.
- 80% of time is spent co-selling & co-visiting
- Meet with every member of staff bi-weekly to discuss pipeline opportunities and customer base.
- Observe 3 sales calls bi-weekly per sales person and complete coaching assessment
- Ensure DHL’s market leadership position is maintained and the ‘gap’ between our competitors and DHL is increased.
- Protect DHL market position from aggressive competitive attack.
- Develop and motivate a team of experienced sales professionals.
- Micro management of each individual and territory.
- On the job coaching and training / spending large % of time in the field with each sales team member.
- Staff related issues around territory performance.
- Contract pricing levels
- Target setting each quarter
- Cost control
- Using global/regional/local programmes to measure effectiveness of time management.
- Setting out regular reviews.
- Regular sales meetings.
- Building your own suite of control mechanisms.
- Recruitment and retention of high quality staff with cost boundaries.
- Maintain focus on price and value in a highly competitive market
- Ensure we have the right people in the Direct, Relationship & MNC/GCS sector of our business and beyond who can not only meet today’s goals, but are capable of achieving future objectives as well.
Requirements
- Fluency in English and Arabic both spoken and written
- 5 years DHL sales experience
- Experience in Multi-cultural environment
- Proven track record in field sales / key accounts.
- Comprehensive knowledge of DHL products and systems
- Computer literacy
- People management experience preferable
- Planning and organising
- Relationship building
- Communication oral and written
- Analytically astute.
- Commercial focus
- Personal motivation
- Negotiation skills
- Influencing people
joanna.massaad@dhl.com
