Field Sales Executive - Jordanian Only

1. JOB PURPOSE

Manage and develop the assigned Field sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.

2. PRINCIPAL ACCOUNTABILITIES

1. Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers' needs are recognized and met.

2. Establish customer agreements and ensure that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customers' prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place.

3. Develop and implement an approach to secure competitors and prospects business in the shortest time possible. Establish Prospects pipeline to support this approach and target them accordingly.

4. Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of DHL in assigned territory.

5. Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets.

6. Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems so that other DHL staff can access customer and territory information.

7. Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk. Take appropriate corrective action internally and/or with the customer.

8. Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers' relationship.

3. NATURE AND SCOPE

a) Context

The Field Sales Executive is the prime DHL customer sales contact. The Field Sales Executive is in daily contact with customers, mainly decision- makers and influencers, but also the users. Internally the Field Sales Executive has day-to-day interaction with colleagues from the sales team: Customer Support Executive, Major Account Executive and Sales Support. Furthermore, with Ground Operations at station to ensure that the Regular customer gets the required service.

b) Reporting Relationships

The Field Sales Executive to the Senior Commercial Manager. The Field Sales Executive is responsible for the assigned sales territory.

c) Contacts

The person will have day-to-day contacts with customers and will represent DHL externally in the assigned sales territory. Internally, they will have frequent contact with their Senior Commercial Manager and colleagues within the Relationship sales team, as well as ongoing contact with Customer Service, Customer Accounting and Ground Operations.

d) Problem Solving

The Field Sales Executive will be the primarily customer contact whenever DHL business is at risk due to issues such as competitive actions, dissatisfaction with DHL service etc. The person will have to resolve those problems in the most efficient way in order to retain the customers.

e) Decision Making

The Field Sales Executive will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The Territory Manager will propose discount agreements to the Senior Commercial Manager for approval.

f) Planning and Organization

The Field Sales Executive has to establish actionable sales plans for managing prospects and existing customers. The person will have to plan and organize himself in the most effective way; effective route planning and an agreed call cycle with the Customer Support Executive covering the sales territory.

The Field Sales Executive will have to organize time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards.

g) Job Challenge

The key challenge of this job is to deliver the agreed levels of revenue and profit in the assigned sales territory, whilst meeting key customer needs.

Full time