Senior Sales Manager, Americas - Resilience360

United States DHL Customer Solutions & Innovation req73363 04/02/2019

Senior Sales Manager, Americas

DHL Resilience360

At Resilience360, people mean the world to us. That’s why our goal has always been to attract and retain the best talent the world over. We provide challenge and opportunity for personal and professional development. We recognize the difference you bring to our business, and together we share the pride of building the leading Global Supply Chain Risk Management Solution Provider globally.

Come discover the unique, international spirit of Resilience360 and experience working with a closely knit positive team where your commitment is recognized and rewarded.

Natural disasters, adverse weather, political unrest, cargo theft – all of these events can cause disruption in the supply chain. DHL Resilience360 is a cloud-based platform that helps companies manage these risks by mapping their end-to-end supply chain, building risk profiles and identifying critical hotspots, to ultimately initiate mitigation activities. In near-real time, the solution provides visibility and alerting on incidents that could disrupt the supply chain. This new risk management tool supports businesses in maintaining and protecting their business operations.

The Resilience360 team is managing a fast growing, award winning, value-add product within Deutsche Post DHL. We desire a self-driven, ambitious, individual, that can encapsulate the team’s entrepreneurial spirit in the Americas to drive revenue and growth in the region.

We are looking for a professional, experienced Senior Sales Manager, Americas who will be responsible to drive sales growth through development, management and successful revenue generation.

Reporting Line: Resilience360 Head of Sales, Americas

Location: USA: Plantation, or remotely based in preferably Chicago or the New York Area

Key Accountabilities

Customer engagement & planning

·Strategize and develop new relationships in targeted industries and functions. Drive strategic customer dialogues to identify customer's business objectives, risk management requirements & challenges

·Deliver Resilience360 value proposition and go-to-market messaging through customer engagements ensuring there is alignment and effective articulation of customer value

·Be a subject matter expert of global supply chain risk management within a specific sector such as retail, consumer goods, manufacturing etc.

·Drive the appropriate approach to the customer and be able to effectively articulate the customer’s expected value in using Resilience360’s supply chain risk management solution

Relationship & opportunity development

·Build strong pipeline and achieve targeted new business wins or opportunities

·Identify & develop effective relationships with key contacts within targeted customer organizations in respective region, to ensure maximum leverage for Resilience360 interests

·Develop and maintain a pipeline of opportunities within the region to achieve targeted new team business wins

·Research, collect & analyze target accounts financial information, critical business processes and/or system needs

·Drive the potential customers through the entire opportunity development process with goal of having them engage with a sequence of actionable next steps in collaboration with the Inside Sales Team

·Use independent judgment to qualify and validate inbound and outbound leads via the phone, web, email, corporate events and direct mail campaigns

·Use appropriate strategies to build commitment within DHL to position R360 to existing customers of DHL and identify new business opportunities

·Network with decision makers and influencers within the region

·Attend forums, conferences and platforms to promote the product with the aim to generate new leads & support sales team in areas for which you are a subject matter expert

·Manage complex matrix driven customer account management programs within DHL

·Know when to involve leadership into an opportunity to help close the deal

·Incorporate Challenger Sales Methodology whenever possible

Preparing, winning & implementing the deal

·Present and demonstrate the solution to potential customers, showing clear business & solution fit

·Actively drive commercial negotiations and close deals

·Liaise with legal teams from both the customer and DHL to ensure legal obligations are adhered to and contractual documentation are in place prior to start of service

·Collaborate with DHL BUs as necessary to align on customer data and integration of data systems, if applicable

·When appropriate, oversee the implementation, customer onboarding and user adoption process

Reporting and Performance

·Comply with R360 Americas Sales Operations process and utilization of our CRM( Application

·Communicate effectively with Sales Leadership in person, via phone and email

·Acquire feedback from customers on product, review inputs with team members, and ensure R360 product management priorities and commercial objectives are met

·Achieve or surpass new business targets

Position Requirements

·Proven Track Record

·University degree required

·Relevant experience defined as any Logistics Industry, Security, BCM, Risk Management Sector or specific Sector Customer experience

·Experience working with a Large Global Logistics Company is a clear benefit

·8+ years of experience in an external sales or business development environment

·Strong Presentation Skills

·Strong Computer & Social Media and Networking Skills

·Experience selling Enterprise wide "Software as a Service" solutions and handling new user requirements in a commercial context

DHL Resilience360 is an equal opportunity employer.We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other protected characteristics.

Facts and Figures

  • Business Unit

    DHL Customer Solutions & Innovation Americas

  • Travel Required

    Below 75%

  • Employment Type

    Permanent Full-Time

  • Work Permit Required