Territory Manager (RUH)

(22004ZP)
Saudi Arabia-Central Province-Riyadh | Full-time | Permanent | Flexible
Working Times

Role Profile

Organizational

Background

Information

Role title: Territory Manager
Corporate Division: Express
Business Division: Sales
Business Unit: DHL Express
Overall Role Purpose: Responsible for maintaining contact with active
customers in assigned area, converting customers to higher product/services
usage, and increasing new business revenue through sales leads and cold calls.
Reports to: Area Sales Manager

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 marketing 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 FS targets given by the AS Manager.
* DEGREE OF SUPERVISION

Sales Manager supervise whether daily targets are achieved

• PERSON SPECIFICATION

‎3.1 Education
* Bachelor degree Level

‎3.2 Experience
* Sales experience in a multi-national company.
* Customer interface experience essential.
* ‎1 to ‎2 years of DHL experience

‎3.3 Technical Knowledge/Skills
* Good command of English language; Arabic an advantage.
* PC skills (MS Word & excel)
* Specific product knowledge
* Detailed knowledge about shipments, rates, discounts, competitor services.
* Well-developed communication & selling skills
* College level education to deal at managerial level decision makers
* Professional Telephone Behaviour
* Customer Services attitude (controlled temperament)
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