We are currently seeking a Commercial Director, Malaysia to join DHL eCommerce Solutions Malaysia!
The Director, Commercial, Malaysia will be responsible to lead and manage Malaysia Sales and Commercial Support to achieve desired market position and exceed targeted performance in revenue, profitability and service quality. The role is to participate in leadership building, offer full range of e-Commerce products and liaise with other business units within the DHL network.
Essential Duties and Responsibilities
Holds ultimate responsibility for customer relationship management to sustain and build sales revenue
Build sustainable and trusting relationships with customers
Deliver customer-focused service offerings,ensuring that there is a common understanding of service expectations and solutions
Provide customer oriented service at all times relating to specific sales & business issues
Deliver the ease-of-use in onboarding and integration between customers and DHL
Identify, establish and manage multi-tiered relationships across customer and DHL organisation to ensure a long-term business partnership and achievement of corporate goals.
Develop commercial strategies to ensure implementation and set the direction for business growth into new and existing customers through up-selling and cross selling.
Ensure all customer agreements are cost sensitive to ensure a suggested minimum pricing tariff is set and adhered to.
Provide country-specific knowledge and participate in industry related strategy setting
Assist in the development of customer strategies to secure new businesses.
Drive sales improvement through harmonized processes
Retain and develop sustaining sales revenue through planning & co-ordination of commercial activities
Work closely with sub-region Sales Teams to implement Salesforce.com system to drive efficiency and transparency of sales performance in the e-Commerce channel
Drive annual budgeting, regularly analyse and evaluate progress against pipeline, revenue and profit targets
Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing client base so that the required personal sales results are achieved.
Provide effective reporting of all activities to the Managing Director Malaysia.
Develop and maintain relationships with senior management teams
Liaise to ensure the most cost and time effective non-sales support.
Develop a working relationship with the relevant support sections e.g. Finance, IT, Operations to ensure they are kept up to date with all issues relating to commercial focus areas and customer accounts.
Create a well harmonised and well developed sales force.
Lead, motivate, train, coach and monitor performance of staff
Perform regular co-visits/calls with Sales to monitor development of skills and to identify further areas for training and development.
Ensure co-operation with other members of the sales & commercial team
Develop a high performance service culture within the functional department. Plan, organize and direct and efficient and effective functional department.
Develop IKOs/KPIs with team members and monitor individual performance.
Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets: recruit, train, coach, motivate, develop
Identify training needs and opportunities to develop a highly skilled functional department.
Desired Skills / Qualifications
Minimum 10 years’ experience in Sales & Commercial environment and consultative selling
With 5 years’ experience in sales team management and accounts development. Large team management exposure will be preferred
Minimum Educational Qualification
Masters in Business or equivalent
Facts and Figures
DHL eCommerce Solutions Singapore
Work Permit Required