Major Account Manager - Oxford

United Kingdom DHL Express req72144 09/01/2019

Major Account Manager - Oxford

Overall Role

Manage and develop the assigned existing major customers within the Field 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 existing major customers within the assigned Field sales territory.

Specific Role Challenges 

Maximising opportunity revenue from competitors, achieving
fuel surcharge compliance, achieving annual rate increases in line with inflation.


Customer / Stakeholder

· Manage and develop a portfolio of existing major customers through building a strong
customer relationship to ensure that customers needs are recognised and met.

· Establish customer agreements and ensure and that pricing guidelines are always applied
and fuel surcharge compliance and annual price increase targets for customers
are met. 

· Ensure that when any ongoing discrepancy arises between actual and promised volumes a
re-negotiation takes place according to shipping to profile guidelines.

· Develop and implement an approach to secure competitors business (within our customer) in
the shortest time possible. Establish opportunity pipeline to support this
approach and target them accordingly.

· 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 behaviour so that it
reflects DHL high standards and develops customers’ relationship.


· Develop and implement a personal sales plan and call cycle that incorporates initiatives
for building the relationships necessary to gain development business and
maximise growth of existing customers. 

· Manage all customer-related information by communication to the selling team around
specific customers as well as in sales systems (Comet) so that other DHL
staff can access customer and territory information.

Skills / Qualifications

Key skills and competencies

Excellent Planning and Organising 
IT literate
Excellent communication skills (oral and written), numerate

Customer orientation
Business acumen
Commitment to excel
Building and managing partnerships

Expected years of experience
(Minimum needed and desired)

2-3 years sales background in a consultative selling environment within the service industry
Business/commercial acumen

Experience in a segmented service industry
Experience in the Domestic parcels industry

Expected Educational Qualifications

O levels in four or more subjects
A Levels in two or more subjects desirable

Facts and Figures

  • Working Hours


  • Business Unit

    DHL Express UK

  • Travel Required

    More than 75%

  • Employment Type

    Permanent Full-Time

  • Work Permit Required


  • Shift Requirement

    Day time only