Field Sales Manager

Singapore DHL eCommerce Solutions req82113 05/08/2019
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Founded in 2014, DHL eCommerce is part of Deutsche Post DHL Group, available in more than 220 countries and
territories around the world. DHL eCommerce specializes in providing e-commerce logistics solutions for business, namely Cross Border, Fulfilment and Domestic Delivery 


We are looking for a new Field Sales Manager to join our team! 


Our team supports delivery of sales  services in a fast-paced and diverse work environment. 


Your will liaise with business partners, managers, employees as well as external organizations, as required
and will be focused on improving service delivery quality by streamlining processes and services whilst achieving a cost effective position. 


You will be responsible for generating revenue and driving growth to achieve set targets, as well as revenue retention
and improvement of existing accounts through up-selling/cross-selling. You will also target new business opportunities and develop solutions to strategically improve the overall competitive advantage of the customer, and deploying new
products and services.              




Essential Duties and Responsibilities 


Meet revenue targets. Manage potential customers and existing customers via personal sales visits, using face to face contact
to provide a ‘personal service ensuring effective communication with customers regularly, aiming to meet and/or exceed sales targets. 

Secure new business targets. Responsible for securing new businesses from new customers in accordance with the business strategy and local business environment, not limited to within Singapore.

Ensure active customer growth. Develop and maintain strong existing customer relations to ensure accounts perform and grow to their maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business. 

Build customers' loyalty and satisfaction. Build and maintain customers' loyalty through ensuring customer  satisfaction in owned territory.

Conduct performance review with top customers. Lead and manager customers’ presentations and proposals and conduct
performance reviews together with customers (when required) and with Managing Director. 



Typical Activities: 

Develop and penetrate existing accounts, identify new businesses, follow up on potential sales opportunities and gain businesses, manage lead qualification and lead generation through calls, and convert possible prospect leads into  accounts, emphasize those with maximum revenue potential.

Manage revenue growth through up selling and cross selling tactics to meet or exceed target.

Handle sales enquiries, prepare  sales proposals and rate card, and close collaboration with Pricing for all rate related issues, proposal of suitable solutions if customers’  enquiries require special requirements.

Highlight on observations of market dynamics for example competitors’ behavioural patterns.

Ensure that all customer issues relating to customer service, service recovery and credit control are coordinated and managed through the relevant departments.

Analyze cases to identify the root cause of service incidents/failures and suggest solutions to pre-empt
recurrence and apply corrective and preventive measures for future gain.

Conduct quality presentation of the entire range of products and services to customers; manage a
consistent customer approach across all projects and sites and to provide  customers with a “one company” service or solution.

Ensure all customers agreements are adhered to standard rates on profit margins and discount guidelines.

Any deviation from rate card would require Management agreement and justification.

Inform Pricing to update rates with renewed contracts and establish and present customized offers to
customers where necessary 

Where necessary, raise relevant paperwork for the main customer database ensuring customer information is
available throughout the organisation

Conduct periodical service performance review together with Managing Director for the customers, and
set action plans to improve performance.

Develop service initiatives and contingency plans for the effective denial of competitor initiatives.

Respond to customer  enquiries/complaints and provide excellent customer service at all times relating to specific sales issues; provide suggestions or alternatives to improving customer service quality aiming to meet and exceed customers'
expectations.

Cooperate with Finance function to  reduce Days Outstanding for improving corporate cash flow and bad debt

Ensure that customer information,  pipelines and target achievements are maintained timely in SalesForce.com
system            


Continually develop knowledge of  DHL eCommerce Solutions products and services and general commercial
awareness in order to provide the best possible solutions and excellent  customer service. 


Desired Skills / Qualifications 

At least 5 years of professional  experience in a comparable organization and/or function with proven track
records.  
Experience in eCommerce logistics, Cross Border logistics, postal industry would be advantageous
Experience and knowledge on  pharmaceutical and life sciences industry would be advantageous
A progressive and proven track record of marketing and sales success
Experience of dealing with customers at a senior level
Strong negotiation skills and results oriented              
Excellent presentation skills required        
Excellent communication skills,  both spoken and written                        
Excellent drive and resilience                                                     
Commercial awareness
Fluent in English and Mandarin
Resilient in a fast-moving and dynamic environment 


Minimum Educational Qualification 
Degree in Business (or related discipline) or equivalent


Facts and Figures

  • Working Hours

    9am to 6pm

  • Business Unit

    DHL eCommerce Solutions Singapore

  • Travel Required

    No Business Travel

  • Employment Type

    Permanent Full-Time

  • Work Permit Required

    No

  • Shift Requirement

    Day time only

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