Regional Client Manager Energy amp Chemicals KSA - DHL Express

Key activities

Overall goals / Typical measures

Customer: External

• Grow profitable revenue through the use of upselling and crossselling within the designated customer base in MENA
• Manage the deployment and delivery of service quality and industry solutions for core and logistics services that provide consistency and scalability across MENA
• Develop sales plans for each customer with regards to product mix penetration market share market research acquisition cross selling upselling and retention. Ensure the plans are carried out.
• Develop close relationships throughout all levels of the customer base and initiate negotiations in order to enhance profitable revenue
• Participate in industry events where necessary (conferences speaking etc)
• Lead negotiation with senior managers within our target customers

• Revenue generated from new business
• Overall revenue and profit for your industry portfolio
• Identify GMNC / RMNC customers in the Area
• Industry recognition as key player for logistics and supply chain
• Profitable revenue growth for your designated customer base
• Customer satisfaction
• Max <3% portfolio attrition
• Positive shipment growth in line with revenue growth
• Increased customer satisfaction and retention
• Drive eCommerce within the sector.
• Focus on cote TDI growth

Stakeholder: Internal

Area and Country Sales and Operational Support Teams

• Support regional and area teams in their acquisition of designated Multinational Customers

Corresponding RCMs (by industry) in other regions

• Maintain contact and support where required with other RCMs to work as a team in a matrix environment to support the global GMNC goals.

Regional / Area Support Functions (Operations support COG Pricing SPL IT Customer Accounting etc.)

• Initiate support across the required functions to provide the most cost effective non sales support for all customers as required

• Meet Revenue targets from existing and new customers
• Profitability
• Pipeline Management
• Monitoring progress versus rules of engagement with GCS DGF and DSC for the Industry in the Area

Process

Develop and maintain key industry knowledge especially with regard to supply chain and transportation solutions.

Maximise face to face customer sales time by arranging and facilitating support resources in an effective manner

Lead customer level RFQs engaging the country teams and representing at the TRBs.

Ensure the implementation and integrity of relevant sales processes CRM tools and pipeline visibility within the account group

Adhere to regional guidelines for pricing and margin management

Measure performance against financial targets and nonfinancial objectives and implement corrective actions as required.

Contribute to the annual budget cycle by submitting customer level targets and plans to Head of MNC MENA.

Provide in depth account analysis in order to ensure retention and development of revenue

Solve any issues that might risk new or existing business by cooperating with the countries regions and the other divisions

Market share

Share BDPs

Implement specific solutions per industry

Improved customer support

Revenue growth of impact and targeted customers

Ensure accuracy and RFQs meet client needs

Organisational efficiency

Grow profitably

People Management

(Please provide organigram showing one level below and above role)

Incumbent has no direct reports and authority over country and functional personnel. However he/she must be able to demonstrate ability to influence decisions / actions through provision valueadded inputs into the organisations business processes.

Informal influence to enable improvement and change within the organisation

Key capabilities

• Strong strategic understanding and target orientation
• Excellent planning organizational and problem solving skills
• Business planning skills
• Experience in Strategic Account Management
• Strong negotiation skills (impact and influence)
• Presentation written and communications skills
• High profile networking
• Confidence with senior decision makers
• Solid understanding of customer needs
• Superior knowledge of transportation and logistics industry
• Strong supply chain knowledge
• Project management skills
• Contributes to maintaining a positive winning culture
• Ability to drive change e.g. Business Units integration and New product development
• Professional manner be a DHL ambassador
• Strong understanding of what drives supply chains within the Engineering Manufacturing & Energy sectors
• Strong Understanding of Express Logistics as well as forward and reverse logistics

Competences

Competency Segment Business

Analysis: Breaks down a problem situation or process into its component parts separates the main issues from side issues understands the nature of parts and their relationship to one another. Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions.

Planning & Organization: Sets clear and realistic goals and objectives. Establishes a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and uses efficient work methods and tools.

Decision Making: Makes timely and appropriate choices based on accurate analysis and experiences. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk.

Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals.

Competency segment Leadership

Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.

Competency segment Personal

Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies procedures and agreements. Builds others trust in own professionalism integrity expertise and ability to get results.

Communication: Provides both verbal and written information in a timely clear and concise manner. Expresses ideas effectively adjusting style tools and mode to the needs of the audience. Listens attentively and summarizes or asks questions when needed to clarify information

Self Management: Remains calm objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive.

Expected years of experience

(Minimum)

7 years of Commercial experience preferably in an international environment managing large National and MNC Customers in country.

Expected Educational Qualifications

• University degree ideally an MBA
• Multinational / Global Customer Management
• Analytical / Strategy development knowledge
• Fluency in English
• Working knowledge of Arabic Hindi / Urdu is viewed as a positive.