Head of Strategic Sales

Job description

Job Description

• Sales Growth & Customer Acquisition
• Develop and implement the local Strategic Business Customers (SBC) growth strategy in alignment with regional and country business development priorities.
• Proactively identify, win, and develop medium- to large-sized customers within the Strategic Business Customers (SBC) segment.
• Evaluate prospective accounts based on profitability, business significance, and strategic value to prioritize efforts and maximize win rates.
• Drive volume and gross profit growth by acquiring new SBC customers and expanding existing accounts, with a focus on air freight and complementary ocean freight solutions.
• Consultative Selling & Value Creation
• Recommend tailored solutions based on customer needs using deep industry knowledge.
• Deliver compelling proposals, quotations, and bids that address customer pain points and growth ambitions.
• Position DHL as a trusted advisor through consultative selling and value-added services.
• Customer Relationship Management
• Build rapport and trust with SBC accounts by understanding their business and market dynamics.
• Support SBC accounts retention through collaboration with Product teams, Trade Lane Managers, other sales channels, and local Station Management.
• Introduce additional services to enhance customer value and loyalty.
• Sales Planning & Campaign Execution
• Execute targeted sales campaigns aligned with market trends and DHL’s strategic priorities.
• Maintain a personal sales plan focused on new business acquisition and revenue growth.
• Achieve specific volume growth targets in assigned areas of the business.
• CRM & Pipeline Management
• Perform all aspects of the sales process and update all relevant activities in CRM daily.
• Actively manage the sales pipeline, ensuring accurate forecasting and timely updates.
• Monitor offer validity and renew terms to maintain competitiveness.
• Implementation & Onboarding Support
• Coordinate smooth onboarding of new clients, including credit setup, rate loading, and operational instructions.
• Ensure seamless handover to operations and adherence to agreed SLAs and SOPs.
• Market Intelligence & Collaboration
• Share insights on market trends, competitor activity, and customer feedback with internal teams.
• Use networks within DHL’s sales channels to collaborate on customers, marketing strategies, and full supply chain solutions.
• Align sales efforts with regional and product strategies.
• Compliance & Sustainability Awareness
• Support DHL’s compliance and sustainability initiatives by integrating responsible practices into sales activities.
• Promote DHL’s green logistics solutions as part of the customer value proposition.
• Virtual Team Management
• Work closely with the Country Head of M&S and collaborate effectively with Sector Heads to drive Strategic Business Customers (SBC) development and portfolio enhancement.
• Leverage professional expertise to coach Key Account Managers and strengthen their capabilities and overall performance.

Skills

• New Business Development / Cross-Selling Persuasion /Customer Value Proposition /Value Added Services Product Lines Product Demonstration /Sales Proposals /Contract Negotiation/ CRM Customer Acquisition /Entrepreneurship /Salesforce Budgets /Sales Forecasting/ Sales Targets / DHL Business Knowledge /Business Strategy /Market Research/ Project Management /Stakeholder Management/ Influencing/ Feedback /Presentation & Storytelling /Facilitation
• Bachelor’s degree & above
• Minimum 10 years sales management experience
• Proven success in new business acquisition & portfolio management
• Experience in developing & managing medium to large, complex customer accounts