Business Development Manager
Manage and develop the assigned Major Account sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.
Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognised and met.
Establish customer agreements and ensure that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customers’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place.
Develop and implement an approach to secure competitors major account customers
(Prospects) in the shortest time possible. Establish competitors’ major account customers (Prospects) pipeline to support this approach and target them accordingly.
Exploit all new opportunities from existing and potential customers (Prospects) ensuring a maximum penetration of DHL in accessible market.
Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximises growth of existing major account customers to achieve the individual sales (volume and profitability) targets.
Manage all customer-related information by communication to the sales team around specific customer as well as in sales systems so that other DHL staff can access customer and territory information.
Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk. Take appropriate corrective action internally and/or with the customer.
Continuously develop DHL knowledge, commercial awareness and own skills and abilities in order to provide the best possible standard of sales practices and maximise own contribution to selling process.
Promote DHL brand image and values through own appearance and behaviour so that it reflects DHL high standards and develops customers’ relationship.
As the leader or as a part of the virtual sales team, support the Strategic Business Unit in management of “sub-accounts” in the territory.
Other tasks and duties as requested by the commercial manager.
Nature and Scope
The BDM is the prime DHL customer sales contact. The BDM is in daily contact with customers, mainly decision- makers and influencers, but also the user. Internally the BDM has day-to-day interaction with colleagues within the sales team: Account Managers and Sales Support. Furthermore with Ground Operations at Service Centre to ensure that the Relationship customer gets the required service.
The BDM reports to the Country Sales Manager within the Bahrain Country Office. The BDM is responsible for the assigned Sales territory.
Internally, they will have frequent contact with their CSM, their colleagues within the Relationship sales and Strategic sales teams i.e. Global Account Managers, as well as ongoing contact with Customer Service, Customer Accounting and Ground Operations.
The person will have day to day contacts with customers and will represent DHL externally in the assigned sales territory.
The BDM will be the prime customer contact whenever DHL business is at risk due to issues such as competitive actions, dissatisfaction with DHL service etc. The person will have to resolve those problems in the most efficient way in order to retain the customers.
The BDM will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The BDM will propose discount agreements to the CSM for approval.
(f)Planning and Organisation
The BDM has to establish actionable sales plans for managing prospects and existing customers. The person will have to plan and organise themselves in the most effective way; effective route planning and an agreed call cycle covering the sales territory. The BDM will have to organise their time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards.
The key challenge of this job is to deliver the agreed levels of revenue and profit in the assigned sales territory, whilst meeting key customer needs.
Knowledge, Skills and Experience
3-4 years sales background in a consultative selling environment within the service industry
Bilingual; English & Arabic
Experience in a segmented service industry
Experience in the Air Express industry or freight forward industry
University bachelor degree in a business discipline
Strong ability to impact and influence
Excellent interpersonal understanding
Strong achievement drive and initiative
Excellent communication skills
Facts and Figures
DHL Express Bahrain
No Business Travel
Work Permit Required
Day time only