Territory Manager

7 months ago

Riyadh, Saudi Arabia DHL Full time

**YOU TACKLE FOR QUALITY AND GREAT SERVICE. THIS WILL IMPROVE THE LIFE OF OUR CUSTOMERS.**

Would you like to become part of the world's most international company in the world?

A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. Do you want to be part of a company that connects people worldwide? And the more people we connect, the better life will be on our planet.

Do you want to make a difference? Then come to our "Insanely Customer Centric" Team and become a Certified International Specialist

YOUR TASKS:

- Accountabilities

**Skills/**

**Qualifications**
- Generate new business using leads from customer service or cold calls by identifying decision maker, providing product / rate information and determining nature of business ie. type of shipments, countries shipped to, weight of shipments etc. and persuading them to use DHL services
- Responsible for maintaining 35 calls per day standard in an assigned area to maintain contact, increase sales and keep them informed of new products
- Responsible for maintaining and enhancing customer profiles and ensuring business information which has changed is sent to finance for updating, entry into IBS and entered into cruise
- Provides information on service areas, rates and receives feedback from customers on a regular basis throughout the day.
- Maintain records (SAC) and adheres to daily call schedule to provide customers with appropriate coverage.
- Collects and collates information on call rate, issues and competitors, customers (top contributors, lost) and sales on a weekly and monthly basis.
- Provide accurate feedback of customer information to Territory Manager.
- Adhere, without fail, to all company set standards.
- Maintain clean desk policy at all times.
- Maintain an excellent standard of professional telephone behavior to project desired company image
- Adhere to company ISO standards
- Ensure all confidential documents are kept confidential shipments at all times.
- Ensure, only authorized personnel allowed in the department premises
- Functions as a team member in selling business projects such as operation harvest to increase revenue through the acquisition of new business and the conversion of existing customers
- Develops and implements plans to increase business within assigned customer base to increase business
- Support Marketing Department on all maketing campaigns to earn more customers
- Deals with service failures issues, complaints and claims as a point of contact before transferring customers to customer service and may monitor progress for higher value customers
- Maintains excellent working relationships with customers to identify new opportunities
- Provide accurate, precise and timely information to customers.
- Responsible for obtaining competitor information such as products, rates and customers and inform manager on changes

**Impact**
Directly responsible for managing territory margin.

**Problem Complexity /**

**Process**
Decides on the call sequence
Decides on rate discount although there are guidelines
Determines when manager intervention is necessary
Determines whether customer complaints should be monitored
Decide on customer profiling

**Customer / Stakeholder**
1. Area Sales Manager
2. Customer Services Staff
3. Sales Staff
4. Field Operations Staff
5. Accounts Staff
6. Customers

**Autonomy**
- Strategies and revenue plans for all products
- Discounts
- Credit Notes
- Sales recruitment

Competencies

**Planning Organizing**

Establishing a course of action for self and others to accomplish goals. Establishing priorities, keeping track of progress and ensuring follow-up.

**Communication**

Ability to express well-thought concise and timely oral and written information. Ability to adjust language or terminology to the characteristics and needs of the audience.

**Teamwork**

Working effectively within a team or outside the formal line of authority to accomplish objectives. Demonstrating understanding of how own role fits within DHL as a whole.

**Etc**

Each Territory Manager is expected to generate the given revenue annually, approximately 80% is from existing customers who use the same or more services while 20% is from sales leads and cold calls

**MAJOR CHALLENGES**

- Needs to know about companies and the type of shipments likely from different companies such as manufacturing as opposed to service companies

- Needs to have an understanding of the type of companies located in their area and changes happening in the various industries

- Needs to meet TS targets given by the Tele Sales Manager
- **DEGREE OF SUPERVISION**

Sales Manager supervise whether daily targets are achieved
- **PERSON SPECIFICATION**

**3.1** **Education**

q Secondary Level

**3.2** **Experience**

q Sales experience in a multi-national company.

q Customer interface experience essential.

q 1 to 2 years of DHL experience

**3.3** **Technical Knowledge/Skil

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