DHL SmarTrucking - Regional Sales Manager

Role and Responsibilities:

- Achieve of regional sales targets for the enterprise clients

- New business development: Acquire strategic, high value clients spread across multiple industry verticals

- Retention of existing business

- Drive CXO level engagement and build effective client relationship

- Own end to end customer relationship and satisfaction

- Grow business from existing clients by cross selling multiple products / logistics solutions

- Accomplishes sales and organization mission by completing related results as needed

- Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.

- Lead development of sales strategy for the entire region: value proposition, market segmentation, strategy and differentiation, market insight, brand strategy and industry trends, white space opportunities

- Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.

- Support, review and approve the sales strategies for each business and lead sales central projects or initiatives

- Establishes sales objectives by creating a sales plan and quota for districts in support of national objectives.

- Articulate sales policy, procedures and guidelines to support strategy implementation

- Establish in conjunction with businesses new business opportunities and targets

- Monitor businesses- performance against target both volume and margin

- Coordinate corrective actions to sales programs, if necessary, to achieve target commitments

- Develop and maintain organizational capability and participate in the talent management process

- Provide coaching and guidance for Sales professionals (i.e. Sales Managers and Area Sales Manager)

Criteria:

- 8 years and above prior B2B sales experience

- MBA.

Proven experience with:

- Meeting business objectives and developing a clear market strategy and communication for the particular region

- Building major customer relationships and having sales talent bench strength

- Expertise in both FTL Dry and TCL are preferred

- A visionary leader who is execution driven

- Sharp negotiation skills

- Solutions expert; someone who makes the right probes to understand how the customer an reduce waste and increase

- Strong decision making and managerial skills

- Good business judgement/commercial acumen

- Ability to work with coach and develop with diverse types of people

- Ability to build strong working relationships with all relevant persons.