Sales Performance and Program Manager

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:

• Deploy relevant global tools and work to enhance the team's commercialization efforts.
• Act as the primary point of contact for all contracts and administrative matters, as well as for Commercial for DP-DHL audits and reviews.
• Drive initiatives focused on yield improvement campaigns.
• Collaborate with the legal team to update contracts, documents, and terms and conditions.
• Oversee and analyze the Commercial team’s Daily Sales Systems Reports and Pipeline.
• Manage sales systems and tools effectively.
• Provide consultancy and advisory support to the Sales Planning & Development Manager in analyzing, planning, and implementing necessary sales resources for sales programs.
• Enhance sales effectiveness and efficiency through functional support and tools such as sales systems, processes, coaching, and training.
• Perform additional duties as requested by the SPD Manager.
• Lead, train, and coach Sales Analysts to ensure effectiveness and efficiency in their roles.
• Engage with customers to understand market dynamics and needs.
• Participate in customer presentations (QBRs) and occasionally in RFQ proposals, ensuring alignment on service expectations and solutions.
• Manage the ongoing Matrix capturing contract renewals, compliance, e-commerce penetration, QBR reports, and implementations.
• Foster a smooth, transparent working relationship between Business Support and all internal partners (Sales team, Pricing, Network).
• Keep DHL Regional and Local Management informed of relevant Regional Sales program developments within the country.
• Establish protocols and rules of engagement between departments.
• Stay updated on industry trends through participation in relevant industry organizations.
• Coordinate sales process and systems training for new recruits and refresher training for existing salespeople.
• Organize Sales training schedules for the DHL Sales Learning Centre and monitor the progress of Salespeople.
• Standardize Regional Sales Training Guidelines and adhere to Regional and Global Reporting requirements.
• Ensure compliance with Global and Regional standardization policies to align Sales Processes and Systems across the region and globe.

Implementation of Sales Capabilities Enhancement Programs:

• Lead global initiatives and participate in global and regional projects, managing UATs locally and training the team on system/tool developments for effective outcomes.
• Ensure robust execution of Sales programs to guarantee their success and sustainability (full responsibility for the Sales programs within the country).
• Implement Sales Recruitment Guidelines from the Regional Office, ensuring adherence during recruitment of new Salespeople.
• Execute the Global Selling Process for all Salespeople and ensure compliance with standard requirements.
• Promote the implementation of the Global Selling Process and Sales Force Automation programs.
• Apply Regional Sales Targeting and Measurement guidelines, ensuring adherence.
• Establish a Sales Assessment system to guide Sales Managers in identifying development areas for their teams.
• Monitor ongoing SSE practices and measurement systems.

Sales Force Automation Program Deployment:

• Implement the Sales Force Automation program with regional support, ensuring daily usage by all Salespeople to log necessary sales activity for maximum system value.
• Verify that the Sales Pipeline from COMET accurately reflects country opportunities.
• Continuously monitor the COMET reporting system and report any anomalies to the SPD Manager.

Periodic Reporting:

• Ensure adherence to monthly reporting requirements for both Country and Region.
• Assist in region-led Sales Audits.

Business Support & Service Development:

• Design, develop, and deliver solutions to support sales team activities.
• Oversee successful implementation of these solutions by maintaining and monitoring service procedures, ensuring performance targets are met.
• Provide proactive customer support, addressing issues that may impact performance levels with appropriate Network or Country Service Management.

People Management:

• Cultivate a high-performance service culture within the department.
• Recruit talent to elevate competencies and establish higher benchmarks as needed.
• Plan, organize, and direct an efficient and effective functional department.
• Develop IKOs/KPIs with team members and monitor individual performance.
• Conduct performance appraisals, coaching sales personnel through Sales Force Assessment and Effectiveness Programs.
• Identify training needs to foster a highly skilled functional department, ensuring employee accountability and performance.