Role Profile
Organisational Background Information
BMR title / Role title
Territory Manager
Corporate Division
Express
Business Division
Sales
Business Unit
Express IN Sales
Overall Role Purpose
The job holder is responsible for the revenue generated from a geographically assigned sales territory (or business portfolio), by servicing and retaining existing customers and targeting new business opportunities.
Reports to
Area Sales Manager
Band
Scope of Role
Budgeted T/O in m or bn €
[year]
Number of countries covered [year]
No. Of FTEs
[year]
Direct/Indirect reports [year]
N/A
Size of budget or assets
in m or bn €
Expected profit of business in m or bn €
Other relevant dimension
Other relevant dimension
Accountabilities
Key activities
Overall goals / Typical measures
Customer
External
DHL Customers
w This position services an account base not exceeding 120 active (monthly) DHL customers.
wManage a portfolio of customers and potential customers via personal sales visits, using face to face contact to provide a ‘personal service’.
wDevelop an Annual customer call cycle (Planned and Unplanned Maintenance) to secure committed orders with new and existing customers and gain any competitor held businesses to ensure that individual agreed targets are achieved. This call cycle is to be created annually, reviewed quarterly and updated on a monthly basis.
wBuild a strong client relationship to ensure that the account performs and grows to its maximum potential, reducing attrition rate and minimizing opportunities for competitors to gain business.
wConversion of qualified leads into customers (First Time Buyers) and develops and penetrates existing accounts (Retention and Development).
wAct as the customers’ main point of contact, by liaising closely with the relevant departments within DHL to ensure that their queries, problems or issues are dealt with appropriately.
wTo continually develop knowledge of DHL’s products/services and general commercial awareness in order to provide the best possible solutions to the customers.
8 calls per day
Value of calls
Revenue budget of the territory
Stakeholders
Internal
wEnsure co-operation with other members of the sales team and throughout the sales force.
wEnsure all customer agreements are cost sensitive so as to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff require management’s agreement and justifications.
wDevelop a working relationship with the relevant support departments e.g. Operations, to ensure they are kept up to date with all issues relating to customers. All non-sales activities or diversionary activities should be handled by Sales Admin Support or Customer Support Executives.
wProduce information for management necessary to evaluate performance vs. key performance indicators
wMeet regularly with the Marketing and Sales management to evaluate the personal sales plan/strategy so as to ensure that the required revenue and shipment results can be achieved.
Process
Reporting and Documentation
wComplete CVIEW sales reporting requirements in a timely manner, which includes Activities reporting, Customer Information and Pipeline maintenance.
wComplete Brick Wall and Relationship Balance Sheet Scorecard for the Top 20 accounts in their sales territory.
wControl all documentation and data relating to customer visits, agreements and terms of reference to ensure that customer information is maintained accurately in the customer database.
wAnalyse and monitor customer data to measure success and identify fluctuations/trends so as to decide on the relevant actions to be taken.
wAdhere to regional standard profit margins and discount guidelines.
wFormulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximises growth within the existing customer base.
Report Submission
Documentation
People – Management
§ Incumbent has no direct reports
Skills / Qualifications
Key capabilities
Skills
Competencies
Impact & Influence
Self Belief
Negotiation
Communication Skills
Passion for Customer Service
Achievement Drive
Planning & Organisation
Initiative
Market Focus & External Awareness
Adaptability & Change
Expected years of experience
Educational Qualifications
Signatures
Prepared By:
Hiring Manager
Area Sales Manager
Approved By:
Sandeep Juneja
VP – Commercial
Approved by:
Sunjoy Dhaawan
VP – Human Resource
Signature:
Signature:
Signature:
Date:
Date:
Date:
Educational Qualifications