Territory Manager (RUH)

Territory Manager (RUH)

1-2 years
Not Specified

Job Description

Role Profile
Role title: Territory Manager
Corporate Division: Express
Business Division: Sales
Business Unit: DHL Express
Overall Role Purpose: Responsible for maintaining contact with active customers in assigned area, converting customers to higher product/services usage, and increasing new business revenue through sales leads and cold calls.
Reports to: Area Sales Manager
Skills/ Qualifications: Generate new business using leads from customer service or cold calls by identifying decision maker, providing product / rate information and determining nature of business ie. type of shipments, countries shipped to, weight of shipments etc. and persuading them to use DHL services
  • Responsible for maintaining 35 calls per day standard in an assigned area to maintain contact, increase sales and keep them informed of new products
  • Responsible for maintaining and enhancing customer profiles and ensuring business information which has changed is sent to finance for updating, entry into IBS and entered into cruise
  • Provides information on service areas, rates and receives feedback from customers on a regular basis throughout the day.
  • Maintain records (SAC) and adheres to daily call schedule to provide customers with appropriate coverage.
  • Collects and collates information on call rate, issues and competitors, customers (top contributors, lost) and sales on a weekly and monthly basis.
  • Provide accurate feedback of customer information to Territory Manager.
  • Adhere, without fail, to all company set standards.
  • Maintain clean desk policy at all times.
  • Maintain an excellent standard of professional telephone behavior to project desired company image
  • Adhere to company ISO standards
  • Ensure all confidential documents are kept confidential shipments at all times.
  • Ensure, only authorized personnel allowed in the department premises
  • Functions as a team member in selling business projects such as operation harvest to increase revenue through the acquisition of new business and the conversion of existing customers
  • Develops and implements plans to increase business within assigned customer base to increase business
  • Support Marketing Department on all marketing campaigns to earn more customers
  • Deals with service failures issues, complaints and claims as a point of contact before transferring customers to customer service and may monitor progress for higher value customers
  • Maintains excellent working relationships with customers to identify new opportunities
  • Provide accurate, precise and timely information to customers.
  • Responsible for obtaining competitor information such as products, rates and customers and inform manager on changes

  • Directly responsible for managing territory margin.
  • Problem Complexity /Process: Decides on the call sequence.
  • Decides on rate discount although there are guidelines.
  • Determines when manager intervention is necessary.
  • Determines whether customer complaints should be monitored.
  • Decide on customer profiling.

Customer / Stakeholder
1. Area Sales Manager
2. Customer Services Staff
3. Sales Staff
4. Field Operations Staff
5. Accounts Staff
6. Customers
. Strategies and revenue plans for all products
. Discounts
. Credit Notes
. Sales recruitment
  • Planning Organizing: Establishing a course of action for self and others to accomplish goals. Establishing priorities, keeping track of progress and ensuring follow-up.
  • Communication: Ability to express well-thought concise and timely oral and written information. Ability to adjust language or terminology to the characteristics and needs of the audience.
  • Teamwork: Working effectively within a team or outside the formal line of authority to accomplish objectives. Demonstrating understanding of how own role fits within DHL as a whole. Etc
  • Each Territory Manager is expected to generate the given revenue annually, approximately 80% is from existing customers who use the same or more services while 20% is from sales leads and cold calls

  • Needs to know about companies and the type of shipments likely from different companies such as manufacturing as opposed to service companies
  • Needs to have an understanding of the type of companies located in their area and changes happening in the various industries
  • Needs to meet FS targets given by the AS Manager.


Sales Manager supervise whether daily targets are achieved

3.1 Education
  1. Bachelor degree Level

3.2 Experience
  1. Sales experience in a multi-national company.
  2. Customer interface experience essential.
  3. 1 to 2 years of DHL experience

3.3 Technical Knowledge/Skills
  1. Good command of English language Arabic an advantage.
  2. PC skills (MS Word & excel)
  3. Specific product knowledge
  4. Detailed knowledge about shipments, rates, discounts, competitor services.
  5. Well-developed communication & selling skills
  6. College level education to deal at managerial level decision makers
  7. Professional Telephone Behaviour
  8. Customer Services attitude (controlled temperament)

About DHL

Job Source : careers.dhl.com

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