Sales Performance and Program Manager - DHL

YOUR TASKS:

• Deploy relevant global tools and work to enhance the teams commercialization efforts.
• Act as the primary point of contact for all contracts and administrative matters as well as for Commercial for DPDHL audits and reviews.
• Drive initiatives focused on yield improvement campaigns.
• Collaborate with the legal team to update contracts documents and terms and conditions.
• Oversee and analyze the Commercial teams Daily Sales Systems Reports and Pipeline.
• Manage sales systems and tools effectively.
• Provide consultancy and advisory support to the Sales Planning & Development Manager in analyzing planning and implementing necessary sales resources for sales programs.
• Enhance sales effectiveness and efficiency through functional support and tools such as sales systems processes coaching and training.
• Perform additional duties as requested by the SPD Manager.
• Lead train and coach Sales Analysts to ensure effectiveness and efficiency in their roles.
• Engage with customers to understand market dynamics and needs.
• Participate in customer presentations (QBRs) and occasionally in RFQ proposals ensuring alignment on service expectations and solutions.
• Manage the ongoing Matrix capturing contract renewals compliance ecommerce penetration QBR reports and implementations.
• Foster a smooth transparent working relationship between Business Support and all internal partners (Sales team Pricing Network).
• Keep DHL Regional and Local Management informed of relevant Regional Sales program developments within the country.
• Establish protocols and rules of engagement between departments.
• Stay updated on industry trends through participation in relevant industry organizations.
• Coordinate sales process and systems training for new recruits and refresher training for existing salespeople.
• Organize Sales training schedules for the DHL Sales Learning Centre and monitor the progress of Salespeople.
• Standardize Regional Sales Training Guidelines and adhere to Regional and Global Reporting requirements.
• Ensure compliance with Global and Regional standardization policies to align Sales Processes and Systems across the region and globe.

Implementation of Sales Capabilities Enhancement Programs:

• Lead global initiatives and participate in global and regional projects managing UATs locally and training the team on system/tool developments for effective outcomes.
• Ensure robust execution of Sales programs to guarantee their success and sustainability (full responsibility for the Sales programs within the country).
• Implement Sales Recruitment Guidelines from the Regional Office ensuring adherence during recruitment of new Salespeople.
• Execute the Global Selling Process for all Salespeople and ensure compliance with standard requirements.
• Promote the implementation of the Global Selling Process and Sales Force Automation programs.
• Apply Regional Sales Targeting and Measurement guidelines ensuring adherence.
• Establish a Sales Assessment system to guide Sales Managers in identifying development areas for their teams.
• Monitor ongoing SSE practices and measurement systems.

Sales Force Automation Program Deployment:

• Implement the Sales Force Automation program with regional support ensuring daily usage by all Salespeople to log necessary sales activity for maximum system value.
• Verify that the Sales Pipeline from COMET accurately reflects country opportunities.
• Continuously monitor the COMET reporting system and report any anomalies to the SPD Manager.

Periodic Reporting:

• Ensure adherence to monthly reporting requirements for both Country and Region.
• Assist in regionled Sales Audits.

Business Support & Service Development:

• Design develop and deliver solutions to support sales team activities.
• Oversee successful implementation of these solutions by maintaining and monitoring service procedures ensuring performance targets are met.
• Provide proactive customer support addressing issues that may impact performance levels with appropriate Network or Country Service Management.

People Management:

• Cultivate a highperformance service culture within the department.
• Recruit talent to elevate competencies and establish higher benchmarks as needed.
• Plan organize and direct an efficient and effective functional department.
• Develop IKOs/KPIs with team members and monitor individual performance.
• Conduct performance appraisals coaching sales personnel through Sales Force Assessment and Effectiveness Programs.
• Identify training needs to foster a highly skilled functional department ensuring employee accountability and performance.

YOUR PROFILE:

• Skills / Qualifications:
• 5 years of experience in a sales function.
• Training skills.
• Expert in Microsoft Excel with excellent knowledge of internal sales tools and systems preferred.
• Customerfacing experience preferred.
• Proficient in Microsoft Excel Access and Power BI.
• Strong communication skills in English (spoken and written).
• Educational Qualifications:
• University degree in Business/Marketing (or related discipline).

• Strong career support in an international environment.
• Great culture and colleagues.
• Multifarious benefit programm.