Overall Role Purpose:
The Major Account Executive (MAE) is responsible for achieving predetermined revenue targets by identifying and gaining business from new and existing clients and ensuring complete customer satisfaction and providing a knowledgeable, courteous, efficient, confident and proactive point of contact for those organisations.
Accountabilities:
Customer
- To work closely with new and existing clients, under supervision, to determine their present and future needs and proposing suitable products and services in order to maintain and grow revenue for DHL.
- Maintaining call rates to assure contact with assigned customers and acting as the main interface between the customer and DHL to ensure optimal level of service is provided at all times.
- Understanding the customer's objectives, buying criteria and decision making processes and forming long term business relationships in order to leverage revenue from the relationship and promote DHL as a quality supplier with t he aim of achieving preferred supplier status.
- Negotiating price and volume discounts in accordance with DHL policy and liaising with support staff to ensure customer retention and continued business
- Identifying and gaining new business through a sustained program of cold calling and following up referrals/leads and keeping abreast of competitor's sales strategies.
- Conducting presentations and coordinating the preparation of sales proposals, tenders/bids, contracts and account management plans.
- Coordinating, conducting and participating in sales promotions, campaigns and events.
- Confidently and knowledgeably handle customer complaints while maintaining composure, and take all possible actions to resolve issues to the customers expectations without compromising DHL's position by over-committing to customers.
Stakeholder
- Liaise with all DHL employees in a professional and cooperative manner at all times, and consistently strive to promote a positive team spirit and adhering to DHL's values at all times.
- Work with Sales support staff, Telesales staff, Customer Service staff, Operations staff, couriers, ecommerce staff, IT staff, Customer accounting staff, finance staff and all other DHL staff with courtesy and professionalism.
- Undertakes any other related tasks or responsibilities as reasonably directed or required
What We Need
- Minimum of 3-5 year's sales and account management experience or minimum of 2 years experience in the express freight industry.
- Previous experience in express freight and logistics field. Demonstrable success in achieving targets through selling services and products
- Graduate of any 4 years course, Business or related field
- Ability to achieve sales growth through superior negotiating skills.
- Extensive relationship building skills developed from working in a wide range of busy service industries.
- Excellent spoken and written command of the English language with a cheerful, confident, professional and courteous tone
- The ability to quickly learn product and service knowledge in order to translate a customer's need into a solution.
- Demonstrated excellent attention to detail.
- Demonstrated ability to work effectively as an individual and also as part of a busy team.
- Good computer skills including literacy in Microsoft Word, Excel and outlook, as well as the ability to use database management systems.
- Have excellent time management skills and the ability to work to tight deadlines.
- Must have a current driver's license.
