We are currently seeking a Channel Sales Manager to join DHL eCommerce team inMalaysia.
The Channel Manager will be responsible for leading the profitability development of designated Key Accounts & Partners (3PVs, Market Places) through positioning DHL as a strategic business partner, and delivering agreed programs & revenue targets, through a team drawn from across the DHL network.
Essential Duties and ResponsibilitiesCustomers (external)Identify, establish and manage multi-tier relationships across customer and DHL organizations to ensure a long-term business partnership and achievement of corporate goals.
Build and maintain executive relationships within the designated Key Accounts (Local as well as Multi-National) customer accounts and Partners.
Provide customer oriented service at all times relating to specific sales and customer expectation issues.
Reporting to the Commercial & Sales HeadProvide customer account revenue and activity reporting, as required by the Management team.
Participate in and contribute to the development of strategies and approaches to maintain, protect, improve and grow account sales & portfolio.
Keep current and provide account strategy in line with country level business plans, ensuring profitable revenue growth.
Provide country inputs to the development of account strategies.
Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans.
Drive sales improvement through regionally harmonized processes.
Contribute to the regional bidding or RFQ process when requested.
CommunicationDevelop a working relationship with the relevant support sections e.g.
CSI, Operations to ensure they are kept up to date with all issues relating to these Key customer segments.
Represent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirements.
Work together to strategically improve the overall competitive advantage of the customer, and maximize the customer's lifetime value to DHL.
Sales/Customer Account Development – Planning and Follow UpFormulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing account base through cross-sell and upsell opportunities.
Develop and implement a strategy to promote DHL programs and solutions to the assigned list of customer accounts.
Implement global and regional account acquisition/development approaches and platforms.
Display strong skills in global customer analysis to ensure that all customer requirements are being fulfilled.
Manage and co-ordinate the agreed account initiatives, activities and programs to retain and grow ongoing revenue and profit contributions.
Develop plans to deny competitor penetration into the accounts by establishing a strong professional relationship.
Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through DHL.
Margins/Profitability AssuranceEstablish and implement a pricing review timetable that ensures improving margins from designated accounts.
Adhere to regional standards on profit margins and discount guidelines.
Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered to.
Any deviations from this tariff require management agreement and justification.
Desired Skills / Qualifications5 years corporate consultative/solution-based sales experience in a service-related industry.
Experience in managing and developing large & complex accounts.
Ability to engage with cross-country customers.
Degree in Business (or related discipline).
Able to speak in Mandarin (Communicative level to manage the business relationship).#J-18808-Ljbffr