Head of Strategic Sales

Job Descreption:

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.

Requirements:

1. 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

2.Bachelor’s degree & above

3.Minimum 10 years sales management experience

4.Proven success in new business acquisition & portfolio management

5.Experience in developing & managing medium to large, complex customer accounts