Senior Manager Industry Development

Overall Role Purpose:
Reporting to the Senior Director, GMNC, the incumbent will lead and manage a team of Global Country Account Managers (GAMs) to achieve and exceed targeted performance such as revenue, profitability, service quality etc.


* Drive and develop tailored sales strategies, ensure implementation, regularly analyse and evaluate progress against pipeline, revenue and profit targets.


* Build executive relationships within the Industry Accounts.


* Develop and participate in industry related strategy setting and sources of growth.


* Work with internal functions to support tailored solutions (where required) and drive closure of business deals.


* Lead, motivate, train, coach and develop a high-performance culture within the department and team.


* Manage the allocation of resources against commitment of achievement to Global, Regional and Country objectives and targets.


* Monitor the accounts' performance in close cooperation with the program management team.


* Ensure team's compliance with DHL Express Global Sales Process, Systems and Tools.


* Develop a high-performance service culture within the functional department.

Plan, organize and direct an efficient and effective functional department.


* Develop IKOs/KPIs with team members and monitor individual performance.


* Conduct performance appraisal.


* 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 and develop.


* Identify training needs and opportunities to develop a highly-skilled functional department.

Job Requirements:


* Minimum 8 years or more of working experience in a commercial environment, with at least 3 years of consultative selling experience.


* Culturally sensitive with strong customer service orientation and strong ability to operate and functionally manage people (networking and persuasive skills).


* A resourceful and strong individual who can work independently and within a team to deliver results.


* Strong communicator (in written & spoken English) with excellent numeric and presentation skills.


* Degree in Business Management or a commercially orientated subject e.g.

Logistics, etc.