Major Accounts Executive - Pipeline

Come Join The World's Most International Company

A company that pioneered cross-border express delivery in 1969 and is now active in more than 220 countries and territories worldwide. DHL UAE is the recognized market leader in Express logistics and an Employer of Choice - ranked consistently as Great Place To Work in the UAE for 10 consecutive years, with a 2022 global ranking at #1!

Join our team and discover how an international network that's focused on service, quality and sustainability, is able to connect people and improve lives through the power of global trade. And not just for our customers, but for every member of our team too. To learn more about our culture, motivated people and our purpose, please visitwww.dpdhl.jobs/express

About The Role

To acquire and develop the industries major clients through account management to ensure all targets are met and exceeded.

YOUR TASKS

• Develop business plan for each account including sales strategy, client organization chart, formal agreement, hospitality plan and Senior Management visits to uncover and close Cross Sell Opportunities
• Create a competitive advantage for the customer in his business and price for value on behalf of DHL. Use a consultative approach to understand client’s industry and develop tailored solutions to meet their business needs
• Develop and keep current an appropriate country account strategy in line with country level business plans, to achieve profitable revenue growth
• Develop and manage the after sales strategy for each of the designated customers
• Develop strategies, service initiatives and contingency plans for the effective denial of competitor initiatives with customers to prevent split business and customer defection
• Functionally manage the development and delivery of services and solutions that provide consistency and re‑usability to enable account and non account customers to achieve corporate objectives and gain competitiveadvantage through providing solutions in their business
• Acquire business from within portfolio of target customers and any other prospects that require MAE account management
• Conduct formal quarterly reviews to include brick walling and discussions on service standards, pricing and product diversification
• Achieve agreed revenue and profit targets through closely monitoring yields across all products and selling complete solutions to the client base
• Monitor financial health of accounts and take steps to assure profitability through migrations and price increases
  
  
  

YOUR PROFILE

• Proven ability to work under pressure in a fast paced, time sensitive environment
• Demonstrated ability to use initiative/judgement to solve job related issues
• Good understanding of DHL Network
• Strong problem solving capability
• 3 years experience in a commercial environment
• 2 years Consultative Selling experience
• Expert knowledge of the DHL Infrastructure, products and services
• Strong customer service orientation
• Ability to operate and functionally manage people in an informal matrix structure. (Networking, persuasive and negotiation skills.)
• Strong individual that can work independently and within a team to deliver results
• Basic knowledge of the supply chain for a particular industry
• International experience is an added advantage