Head of Core and Retail Sales at DHL

YOUR TASKS:

• Provide input to the Core and Retail Sales strategy for the SSA Region. Including sales forecast, budget, and manpower plans - considering business strategy, financial objectives, Group guidelines and policies to deliver business growth and profitability, customer retention, improve competitive positioning and optimize resource utilization in line with business strategy, financial objectives.
• Develop plans with the HOS to generate revenue through both the core and retail sales team.
• Scan the market, apply market intelligence, identify, and contact prospective customers and build relationships to generate future sales and repeat business.
• Evaluate customer’s business requirements and recommend appropriate products and services.
• Through the HOS structure and country commercial heads develop and deliver strategy to gain, retain global and regional customers.
• Pursue major prospects, lead negotiations, and construct appropriate terms of sale.
• Direct and lead implementation planning with Marketing and ensure smooth execution of marketing campaigns supporting customer acquisition and retention programs.
• Through the HOS structure set goals and maintain records for the sales activities (both core and retail).
• Define appropriate indicators by collecting customer and market feedback and reporting the same to the organization.
• Provide input to develop efficient and creative retail strategy to monitor team performance, analyze data, periodical forecasting and reporting of data to management in line with business strategy and objectives, Group guidelines and policies.
• Oversee the management of product merchandising and inventory to ensure processes flow smoothly.
• Define appropriate indicators to analyze sales data to determine if store is meeting financial goals and implement plans to improve performance.
• Manage and control different departments within retail to ensure it reaches overall functional objectives.
• Plan, organize and control activities like merchandise receiving and stocking, non-sales departmental work, such as check-out, photo lab or bagging orders.
• Implement retail plans for multi-store non-sales operations activities include new store opening coordination, payroll/incentive plans, event planning, and/or contest planning and promotion.
• Provide input to develop and manage efficient distribution networks.
• Deploy structured approach in organizing all store operations and allocating responsibilities to personnel.
• Direct and supervise HOS, Commercial Heads and Key Stakeholders team for achievement of goals by assigning work, timelines, reviewing output and managing performance.
• Lead the training and supervision of department managers, set performance goals, resolve employee conflicts, and encourage teamwork.
• Recruit, motivate, develop, and coach team members in conjunction with the HOS.
• Maintain, update, and enforce safety and security procedures.

STAKEHOLDERS

• Negotiate critical agreements/contracts with other departments and 3rd parties
• Influence and challenge key stakeholders effectively
• Develop strong, trusting relationships with senior business leaders across DHL and partner organizations
• Influence others across DHL and externally as an internally and externally recognized thought leader representing the Group
• Champion cooperation and partnership to provide integrated solutions to problems

LEADERSHIP

• Lead multiple teams of senior managers, and managers
• Ensure appropriate talent selection, organization and leadership for major areas of the organization

YOUR PROFILE:

Educational Qualifications:

• Related Post Graduate Degree or equivalent

Expected (Years of) Experience

• Minimum 6-8 years Sales Management experience in an international service related environment with at least 4-6 years of experience in global express and/or freight forwarding business
• Strong Leadership and people management skills with the will to accelerate within a Global Corporate Business.