Area Sales Manager

Job Responsibilities:


* Develop and implement performance improvement strategies for Account Managers.


* Act as the lead consultant to create customer-focused service offerings.


* Support the Director, Relationship Sales in crafting customer strategies to secure new and incremental business within SMEs and key account portfolios.


* Conduct regular joint visits/calls with sales team member to monitor skill development and identify further training needs.


* Adhere to regional profit margins and discount guidelines.


* Manage a rigorous follow-up process to build relationships with board level directors and senior decision-makers.


* Ensure the country sales strategy is integrated into all major targets set for the sales force.


* Oversee Account Managers use of the pipeline forecast to ensure timely negotiation of business from new and existing customers.


* Ensure comprehensive understanding and implementation of the Global Sales Policy across all sales territories, achieving regional objectives for sales force effectiveness and efficiency.


* Ensure effective servicing of all DHL customers by the sales force, identifying and initiating up-selling and cross-selling opportunities. 


* Foster a high-performance culture within the department.


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


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


* Conduct performance appraisals, define training & development plans for all sales team members and ensuring targets are achieved through regular skill assessment.


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

Job Requirements:


* Minimum 5 years experience in sales and marketing, preferably in the transportation or service industry.


* Experience of building a sales team.


* Experience of business consulting and project management techniques.


* Possess excellent communication skills.


* Preferably Degree in Business or equivalent.