Senior Sales Manager
Dhl Vietnam
Ho Chi Minh City, VN
2 ngày trước
source : Glints

Senior Sales Manager - Job Description

ACCOUNTABILITY

A. Overall Role Purpose

  • Lead and manage the Southern Vietnam Sales Function to achieve desired market position and exceed
  • targeted performance : revenue, profitability, service quality. Participate in industry thought leadership

    building. Offer full range of e-Commerce Products; liaise with other business units within DHL when

    appropriate.

  • Ensure that customers receive the highest levels of service from the network. Inculcate a culture of
  • consultative selling approach to sell DHL products and solutions and improve the overall competitive

    advantage of the customer.

  • Report directly to Managing Director, Vietnam
  • Working location : 7th Floor, Etown 3 building, 364 Cong Hoa Street, Ward 13, Tan Binh District, Ho Chi
  • 1. Customer External

  • Build sustainable and trusting relationships through a well harmonized and well-developed salesforce
  • Deliver customer-focused service offerings, ensuring there is a common understanding of service
  • expectations and solutions

  • Provide customer-oriented service at all times relating to specific sales & business issues
  • Co-ordinate commercial activities to retain and develop sustaining sales revenue
  • Close business deals
  • Drive team to deliver ease-of-use in onboarding and integration between customers and DHL
  • 2. Customer Internal

  • Provide effective reporting of all activities to the Managing Director of Vietnam.
  • Develop and maintain a working relationship with the relevant support sections e.g. Commercial,
  • Finance, IT, Operations to ensure they are kept up to date with all issues relating to sales focus areas and

    customer accounts

  • Strive to deliver industry s best in class’ sales competence throughout the sales Teams which include
  • harmonized processes for competency development, selection, recruitment, induction, objective setting

    and any other sales-related activities.

  • Assist in the development of customer strategies to secure new businesses.
  • Identify, establish and manage multi-tiered relationships across customer and DHL organization to
  • ensure a long-term business partnership and achievement of corporate goals.

    3. Process

    a. Customer Management

  • Develop commercial strategies to ensure implementation and set the direction for business growth into
  • new and existing customers through up-selling and cross-selling.

  • Drive annual budgeting, regularly analyze and evaluate progress against pipeline, revenue and profit
  • b. Team Management

  • Lead, motivate, train, coach and monitor performance of staff
  • c. Sales / Customer Account Development Planning and Follow Up

  • Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business
  • prospects and maximizes growth within the existing client base so that the required personal sales results

    are achieved.

  • Display strong skills in customers’ analysis to ensure that all customer requirements are being fulfilled.
  • Manage and co-ordinate the sales activities of Customers Accounts in order to retain and develop their
  • revenue contribution.

  • Provide ongoing training and development of the Team.
  • d. Margins / Profitability Assurance

  • Adhere to regional standards on profit margins and discount guidelines
  • Ensure all customer agreements are cost-sensitive to ensure a suggested minimum pricing tariff is set
  • and adhered too. Any deviations from this tariff require management agreement and justification

    5. People Management

  • Develop a high-performance service culture within the functional department. Plan, organize and direct
  • and efficient and effective functional department.

  • Develop IKOs / KPIs with team members and monitor individual performance.
  • Conduct performance appraisal.
  • Manage the allocation of appropriate resources and commitment of staff to the achievement of Global,
  • Regional and Country objectives and targets : recruit, train, coach, motivate, develop

  • Identify training needs and opportunities to develop a highly-skilled functional department.
  • A. Key capabilities

    1. Expected years of experience

  • With minimum 3-5 years experience in sales team management and accounts development of
  • Vietnam's domestic logistic / e-logistic fields is a must (region level). Large team management exposure

    2. Skills

  • Good interpersonal and excellent communication skills
  • Committed, goal and result oriented, customer-focused
  • Maintain performance under pressure
  • Familiarity with solution selling, in addition to price and product selling
  • Analytical skills
  • Computer literacy in Microsoft and other relevant applications
  • English : advanced level
  • 3. Educational Qualifications

  • Masters in Business or equivalent
  • Báo cáo công việc này
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