Business Development Manager
The Business Development Manager will be responsible for DHL eCommerce revenue generated in Malaysia. Required to drive revenue growth through effective guidance and support of the DHL eCommerce field sales executives in Malaysia. Also required to service and retain existing customers. This role will require full cooperation and interaction with the DHL Express sales teams. Also responsible for developing DHL eCommerce Solutions.
Manage a portfolio of customers and potential customers via personal sales visits, face to face contact to provide a ‘personal service’ and ensure effective Account Management.
Act as the customers’ DHL eCommerce resource point of contact, by liasing closely with the relevant departments within DHL Express and DHL eCommerce to ensure all queries, problems or issues are dealt with appropriately.
Provide accurate and timely reporting on a monthly basis.
Produce information for management necessary to evaluate performance vs. key performance indicators. Assist sales managers by conducting SSI with the DHL ecommerce FSE’s
Provide individual training and support to ensure they have the tools to achieve individual revenue targets
Ensure co-operation from the Express sales team in Singapore including DBU and telemarketing.
Ensure all issues relating to customer service, service recovery and credit control are coordinated and managed through the relevant DHL departments
Meet regularly with Express and DHL eCommerce Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.
Develop a working relationship with the relevant support departments e.g.Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.
Develop annual customer call cycle (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure individual agreed targets are achieved.
Review DHL eCommerce opportunities with sales managers (or DHL ecommerce FSE’s where relevant)
DHL eCommerce sales Malaysia – All DHL eCommerce products and V.A.S (100% of the time)
Develop a competitor “battle file” for the Malaysia market.
Identify and pursue V.A.S in line with the DHL eCommerce strategy.
Coordinate setting up of Mail IT with external customers
Carry out periodic training and manage framework for collaboration between DHL eCommerce and DHL Express.
Participate, present and sell DHL eCommerce with Express field sales and DBU as and when deemed required as part of joint sales effort
Monitor and own large one off moves in conjunction with DHL eCommerce FSE’s
Monitor, determine and communicate competitor activity
Formulate a personal sales plan that incorporates initiatives and maximises growth within the existing customer base.
Build a strong client relationship to ensure accounts perform and grow to their maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
Convert qualified leads into customers (First Time Buyers). Develop and penetrate existing accounts (Retention and Development).
Continually develop knowledge of DHL eCommerce’s products/services and general commercial awareness in order to provide the best possible solutions to the customers
Ensure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management’s agreement and justifications
Control all documentation and data relating to customer visits, agreements and terms of reference to ensure customer information is maintained accurately in the customer database.
Analyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.
This role has no direct reports. However, DHL eCommerce FSE’s have a dotted line to this position. Therefore this role will require leadership, influencing
and guidance skills. Ability to develop individuals developing their strengths and improving their weaknesses is an ongoing necessity.
Possesses at least a degree in related field OR relevant experience to commensurate 4 years’ experience in face to face sales
Skills PC Literate – Power point, Excel, Word
Knowledge of the International Postal Industry
Excellent Presentation Skills required
Excellent communication skills both spoken and written is mandatory
Facts and Figures
No Business Travel
Work Permit Required
Day time only