Sales Performance & Program Manager

(24005SE)

Saudi Arabia-Eastern Province-Al Khobar | Full-time | Permanent | Flexible Working Times
YOU TACKLE FOR QUALITY AND GREAT SERVICE. THIS WILL IMPROVE THE LIFE OF OUR CUSTOMERS. Would you like to become part of the worlds 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:

• Identify, develop and maintain favorable contact with high level decision makers including C-suite level and work to understand strategic business challenges while developing a business fit between DGF and the customer.
• Focus is on delivering Customer Satisfaction by leveraging the organization’s network and ensuring all stakeholders are engaged.
• Develop proposals and sales plans that support increased sales from targeted prospects.

YOUR PROFILE:

• YOUR TASKS: Internal
  
  • Deploy the relevant Global tools, and work to further commercialize the team.
  • Serve as the key focal point for all contracts and administration, as well as serve as primary focal for Commercial for DP-DHL audits and reviews.
  • Focus on yield improvement campaigns and initiatives without hindering overall growth rate.
  • Work with legal to update relevant contracts, documents, and terms and conditions.
  • Work in tandem with Pricing and Sales Managers to support the country strategy and retention.
  • Responsible and accountable for Commercial team’s Daily Sales Report and Pipeline analysis.
  • Automate Commercial reporting system and maintain the automated program’s result integrity.
  • In charge of Commercial Business Review and other commercially related reporting.
  • Responsible for (GCPT+, GSIP+, COMET, GSI, BRE, BPM, GO, GCDB) and other sales systems and tools.
  • Provide effective consultancy and advisory support to Sales Planning & Development Manager to analyse, plan and implement necessary sales resource requirements of the AP Sales programmes.
  • Drive sales effectiveness and efficiency. This is done through functional support and tools such as sales systems, sales processes, coaching and training.
  • Perform other duties as requested by the SPD Manager.
  Sales Analyst
  
  • Lead, train & coach Sales Analyst to ensure effectiveness & efficiency in role.
  External
  
  • Communicate with customers to understand market dynamics and needs.
  • Participate in customer presentations (QBR’s) and on occasion RFQ proposals, ensuring there is a common understanding of service expectations and solutions, both with the customer and DHL.
  Internal
  Regional and Country Support Teams
  
  • Ensure a smooth transparent working relationship between Business Support and all concerned internal partners (Sales team, Pricing, Network).
  • Keep DHL Regional and Local Management up to date on relevant Regional Sales programme development within the country.
  • Take the lead in establishing protocols and ‘rules of engagements’ between departments.
  External
  
  • Industry organisations - keep up to date with industry trends.
  • Coordinate sales process and systems training schedules for new Sales recruits and refresher training for existing Salespeople.
  • Coordinate Sales training schedules for the DHL Sales Learning Centre and monitor Salespeople’s progress.
  Standardisation – Process, Tools, Technologies, Policies, Measures
  
  • Standardise the Regional Sales Training Guidelines, Regional and Global Reporting requirements, Sales Recruitment Standards and Sales Targeting and Measurement.
  • Ensure adherence to Global and Regional standardisation policies to ensure the Sales Processes and Systems are aligned across the region and globe.
  Implementation of Sales Capabilities Enhancement Programmes
  
  • lead Global initiatives, be part of global & regional projects, programs and manage UATs locally, train the team on any system/tools developments for effective results.
  • Ensure that the Sales programmes are properly implemented and are robust enough in their execution to ensure the programmes are successful and sustainable (full responsibility for the success of the Sales programmes within their country)
  • Implement Sales Recruitment Guidelines that will be published from Regional Office and ensure that the guidelines are rigorously followed when recruiting new Salespeople.
  • Implement the Global Selling Process to all Salespeople and ensure adherence to the standards and reporting requirements.
  • Drive the implementation and the Global Selling Process and Sales Force Automation programmes
  • Implement Regional Sales Targeting and Measurement guidelines and ensure adherence.
  • Implement a Sales Assessment system that will guide Sales Managers in the Area of development required for the Salespeople they manage.
  • Monitoring the ongoing SSI practices and measurement systems.
  Sales Force Automation Programme Deployment
  
  • Implement the Sales Force Automation programme (COMET, STELLAR), with the assistance from a regional team, and ensure that all Salespeople use the system on a daily basis to log in all sales activity required to ensure maximum value is attained from the system.
  • Ensure that the Sales Pipeline from COMET is correct, and opportunities reflected in the Pipeline are a true reflection of country opportunity.
  • Constantly monitor the COMET reporting system and advise the SPD Manager of any anomalies against standard.
  Periodic Reporting
  
  • Ensure monthly Reporting requirements are adhered to for both Country and Region.
  • To assist in Regional led Sales Audits.
  Business Support & Service Development
  
  • Design, develop and deliver solutions to support the activities of the sales team, targeting nominated customers and prospects.
  • Oversee the successful implementation of these solutions by establishing, maintaining, and monitoring service procedures and ensuring that the DHL network both understands and achieves pre-set performance targets. Ensure that each project, program delivers against pre-set internal and external commitments whilst demonstrating best in class commercial account management processes.
  • Manage the provision of pro-active customer support for specific customers, ensuring that any issues that might affect upon pre-set performance levels to be immediately addressed with appropriate Network or Country Service Management, and resolved.
  • Manage the development and maintenance of accurate and complete service capability information on DHL’s logistics service offering and performance.
  • Ensure the timely distribution of service level reports to specific customers and appropriate country management and sponsorship.
  • Research and develop improved operational techniques for value-added services in response to, and in conjunction with network, country, and regional management.
  • May be required to directly support some customer RFQ’s.
  Financial Performance
  
  • Work within specified personnel cost budget (in tandem with COG & onsite personnel).
  Customer Relations & Communications
  
  • Ensure that proactive customer support (internal & external) is provided in a professional, timely and complete manner and that account managers are aware of issues that may affect their customers.
  • Ensure that communications to the field are sufficiently timely, targeted and precise to produce minimum disruption and service failure levels whenever new initiatives or amended routines are commenced.

   Develop a high-performance service culture within the functional department.
   Ensure that the right talent (when needed) is brought into the section to raise the level of competencies and set higher benchmarks.
   Plan, organise and direct an efficient and effective functional department.
   Develop IKOs/KPIs with team members and monitor individual performance.
   Conduct performance appraisal, including coaching of sales personnel through Sales Force Assessment and Effectiveness Program.
   Identify training needs and opportunities to develop a highly skilled functional department.

  Skills Required  Minimum 5 years’ experience in the sales function.  Excellent understanding of Sales processes and ideally a background in actual selling as well as an understanding of IT systems  Expert in Microsoft Excel as well as access and Power BI.  Communication skills (English), spoken and written.  Understanding of the language of business practices.  Experience in DHL or noted competitor with Express Logistics/ Transportation at a country or regional level giving comprehensive knowledge of DHL network or Network Logistics/Transportation, import and export rules and regulations.  Training skills.  Microsoft Excel expert. Excellent knowledge of internal Sales tools and systems preferred.  Customer facing experience preferred.

OUR OFFER:

• Strong career support in an international environment.
• Great culture and colleagues.
• Multifarious benefit programm.

Do you see a personal challenge in these versatile and responsible tasks? Then apply now! We look forward to receiving your application!

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