Generate and maintain a portfolio of Chinese trading + prospective customers (targets to define upon start)
Plans and manages portfolio of Chinese CSI/MNC existing accounts
Maintain an active opportunity pipeline of Chinese, Taiwanese customers based in Vietnam, China & Taiwan to meet and exceed targets and ensure it is entered into the system
Ensure accurate and timely entries and maintenance of high-quality information on the CRM
Have a clear understanding and knowledge of DHL products and services
Be aware of market developments and competition for China, Taiwan & Vietnam
Make competitive proposals to customer and convert in favor of DHL. Wins, retains and develops medium-sized Business Customers (Gross Profit of EUR300K p.a.)
Build rapport and trust with customers by being informed about customer's business and the market. Assesses the type and size of customer needs
Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)
Uses networks within the various Sales channels within DHL Group to collaborate on customers marketing strategies and offers a full supply chain of services to service customer needs.
Be a part of Chinese community in Vietnam & represent DHL in various business forum
Ensures achievement of country Sales Index for Key Account channel
Coordinates implementation of strategic priorities in CSI/MNC/SC together with regional CSI/MNC heads
Steers and improves performance of the Sales channel through performance measurement
Executes global/regional sector strategy on country level (As aligned with global sector structure)
Manages relationship with CSI/MNC as customer point of contact on country level
Wins, retains and develops Strategic Customers
Plans and manages accounts
Coordinates with CRM's on account planning, customer enquiries, business reviews etc.
Gathers customer and market information to update Product and Trade Lane on current conditions
Main Accountability
Manages relationship of a defined number of (CSI)/MNC and SC customers and prospects in a particular sector (serves as primary contact for the customer; coordinates the account e.g. with regards to Trade Lane involvement)
Seeks and prospects for Strategic Customer targets to win new customers
Ensures that Key Account activities are aligned with global/regional sector strategy
Delivers the regional and/or country customer budget by maintaining a healthy pipeline, good contractual performance and proactive thinking
Works on regional customer initiatives and for implementing global business plan contents
Plans and manages accounts
Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)
Coordinates with CRM's on account planning, customer enquiries, business reviews etc.
Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues
Consults CRMs and Sector Heads on potential solutions and best practice
Provides guidance to Key Account channel and aligns their targets based
on country's priorities
Coordinates implementation of strategic priorities in CSI/MNC together with global/regional CSI/MNC
Facilitates the development of local Strategic Customers (SC) to support budget achievement
Is responsible for CSI/MNC/SC budget achievement in his/her country
Plans and manages portfolio of accounts
Supports local Key Account Teams (e.g. through account planning, joined visits to Top customers) and acts as coach for the Key Account Team
Supports and facilitates Sales skills/process training relevant to the Key Account channel
Supports Expert Community program
Actively participates in expert community and fosters collaboration (e.g. via Community Calls, iShare)
Organizes internal and external sector events in the Country (e.g. Sector meeting, Customer events)
Promotes industry expertise within the Country (case studies, trends, developments)
Qualification
Good understanding of sector issues in the global forwarding industry and knowledge on DGF products (AFR/OFR) and business models
Being Chinese native speaker
Customer management experience
Ability to identify customer needs by gathering information and building long-term relationships
Well-developed communication and presentation skills
Well-developed management skills, collaborative leadership style to guide Sales Team
