Territory Manager

Erbil, Muḩāfaz̧at Arbīl, Iraq DHL Express req81769 28/07/2019
Please fill Internal and External description
  1. Job Purpose

Manage and develop the assigned Field sales territory in Erbil in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs.

2.Principal Accountabilities

  • Manage and develop a portfolio of prospects and existing customers in all bases in Erbil through building a strong customer relationship to ensure that customers’ needs are recognized and met.

  • Establish customer agreements and ensure and 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 and prospects business in the shortest time possible. Establish 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 assigned territory.

  • Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets.

  • 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.

  • Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship.

Nature and Scope

  1. Context

The Territory Manager is the prime DHL customer sales contact. The Territory Manager is in daily contact with customers, mainly decision- makers and influencers, but also the users. Internally the Territory Manager has day-to-day interaction with colleagues from the sales team: Customer Support Executive, Major Account Executive and Sales Support. Furthermore with Ground Operations at station to ensure that the Regular customer gets the required service.

  1. Problem Solving

The Territory Manager will be the primarily 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.

  1. Decision Making

The Territory Manager will have to make decisions during negotiation with customers related to volume and discount levels as well as additional services offered. The Territory Manager will propose discount agreements to the Sales Manager for approval.

  1. Planning and Organization

The Territory Manager has to establish actionable sales plans for managing prospects and existing customers. The person will have to plan and organize himself in the most effective way; effective route planning and an agreed call cycle with the Customer Support Executive covering the sales territory.

The Territory Manager will have to organize time effectively to reach agreed revenue and profitability targets as well as the agreed commercial productivity standards.

  1. Knowledge, Skills and Experience

    At least three years sales experience, preferably within a service industry

  • Planning and organizing

  • Relationship building

  • Influencing

  • Drive and initiative

  • Numeric skills

  • Computer literate

  • Great communication skills – written and oral

  • Analytical

  • Commercial focus

  • Highly self motivated

  • Presentation skills

  • Proven track record in sales

  • Ability to speak Arabic an advantage

Facts and Figures

  • Business Unit

    DHL Express Iraq

  • Employment Type

    Permanent Full-Time

  • Work Permit Required