Business Development Executive

The Business Development Executive is to develop the assigned SME sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs. To be prepared to take over the next SME sales territory whenever a vacancy arises.

Key Responsibilities

• Act as an ambassador for DHL at all times and attend to customer needs in a professional, friendly and courteous manner.
• Ensure that a high level of professional rapport is developed and maintained with all customers.
• Follow up on all customer enquiries and direct customer to the correct DHL department where further information is required.
• Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business to achieve the individual sales (volume and profitability) targets.
• Manage and develop a portfolio of prospects through building a strong opportunity pipeline to ensure that revenue targets are met.
• Establish customer agreements and ensure that pricing guidelines are always applied and profitability targets for customers are met. Ensure those customers’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place.
• Meet and exceed New Business Targets through acquisition of competitor held accounts.
• Update Daily Sales Report. Ensure that all calls are entered and that the pipeline is updated.
• 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.
• Exploit all new opportunities from potential customers (provided by the lead qualifier as well as self generated sales leads) ensuring a maximum penetration of DHL in assigned territory.
• Promote DHL brand image and values through own appearance and behaviour so that it reflects DHL high standards and develops customers’ relationship.
• 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.

Key Qualifications

• Excellent verbal communication skills and interpersonal style.
• Excellent personal presentation, grooming and hygiene.
• Excellent organisational skills, including ability to prioritise workload.
• Ability to effectively contribute as a team member as part of a busy team
• Proven ability to work under pressure in a fast paced, time sensitive environment
• Demonstrated ability to use initiative/judgement to solve job related issues
• Good understanding of DHL Network
• Strong problem solving capability
• Passion to provide excellent Customer Service
• 3 years experience in a commercial environment
• Expert knowledge of the DHL Infrastructure, products and services
• Strong customer service orientation.
• Ability to operate and functionally manage people in an informal matrix structure. (Networking, persuasive and negotiation skills.)