ABOUT MARKETING & SALES DEPARTMENT

The Marketing & Sales division at DHL Global Forwarding serves as a crucial link between clients and various operational and product departments. Its primary objectives include acquiring new business opportunities while also ensuring the retention of existing clientele.

JOB SUMMARY

As an integral part of Sales Team, an individual holds a pivotal role in driving business growth and fostering client relationships. Responsible for both acquiring new accounts and nurturing existing ones, this role involves meticulously managing the sales cycle from lead generation to conversion. With a keen understanding of customer needs and industry trends, the incumbent leverages their expertise to tailor solutions that align with client requirements, thereby contributing to the overall success and expansion of the company's market presence.

KEY RESPONSIBILITIES

Sales Cycle Management

• Assume ownership of the entire sales process, from lead generation to conversion of opportunities.
• Facilitate the completion of sales transactions by ensuring seamless payment processes.
• Maintain an organized and efficient sales pipeline to achieve personal and team targets.
• Utilize DHL's Sales 360 tool to enhance the overall sales efficiency.

Customer Relationship Management

• Identify and comprehend customers' essential requirements, proposing tailored solutions to foster profitable business relationships.
• Promptly address service issues and other concerns to ensure customer satisfaction.
• Collaborate with existing clients to enhance their investment through value-based selling techniques.
• Identify and onboard new clients that align with the company's target market.
• Managing internal and external stakeholders to aid in the development of products and solutions that align with market demands.
• Collaborate with colleagues from product and customer service divisions to meet customer expectations effectively.
• Gain insights into customer requirements and propose tailored solutions to address their needs.
• Share market insights with their managers.

COMPETENCIES

Functional Competencies

• Building Sales Pipeline: Efficiently managing the sales pipeline from lead generation to closure, ensuring timely follow-ups and conversions.
• Product Knowledge: Deep understanding of products like Air and Ocean, enabling effective communication of value propositions to clients.
• Sales Tools Utilization: Utilizing Sales360 tool effectively to track sales activities, manage customer relationships, and enhance productivity.
• Customer Focus: Dedication to understanding customer needs and delivering tailored solutions that exceed expectations.

Behavioural Competencies

• Resilience: Ability to handle rejection, setbacks, and pressure inherent in sales roles, maintaining a positive attitude and determination.
• Continuous Learning: Willingness to learn and improve skills to enhance performance.
• Attention to Detail: Consistently maintaining accuracy and precision in tasks.
• Quality Orientation: Commitment to delivering high-quality results and services.
• Team Collaboration: Collaborating across teams for smooth operations.

WHO CAN APPLY?

Must Have

• Bachelor's degree is required.
• 3-4 years of experience in sales roles, ideally within the freight forwarding, shipping, or logistics sectors for Exec and Sr. Executive.
• 4-6 years of experience in sales roles, ideally within the freight forwarding, shipping, or logistics sectors for AM/DM.
• Excellent verbal and written communication skills to convey ideas, negotiate deals, and address concerns effectively.
• Strong analytical and problem-solving skills to identify challenges and develop creative solutions.
• Strong customer orientation coupled with a high level of empathy.

Preferred

• Postgraduate degree in sales/marketing is advantageous.
• Experience of working at a multinational freight forwarding company.