Role Context

• Drive business growth through, identifying, developing and growing African billed Chinese customers across Sub Saharan Africa countries.
• Planning, organizing, and developing strategies to generate new/ additional SSA billed Chinese business, that will maximize profit and grow market share.
• Through acquisition and development ensure DHL Express becomes a trusted advisor and leader in supporting and facilitating customers business growth and expansion by shifting operations from China to Africa.

Key Responsibilities

• Conducting a detailed study and understanding of customers business, including shipping requirements and provide air express services to specifically identified customers.
• Define objective and market studies to determine feasible approach to assess market potential
• Ensure new business development initiatives and maximize exposure for DHL amongst targeted prospects.
• Coordinate business development strategy and plans to achieve market and customer growth and retention rate
• Draft business development plans, including account management approach and account plans for countries and clusters within the Sub Saharan Africa region
• Define business development strategy in line with financial and shipment targets, for medium to large business opportunities
• Initiate, manage and collaborate with potential customers on current and future global and regional priorities such as SME360,NMTE, No Stone Unturned, PUYP and Vault.
• Lead, direct and control business development activities and initiatives across the region with significant impact on overall results.
• Serve as the primary contact/lead representing DHL Express to customers and facilitating coordination of efforts with other departments.
• Support customer growth strategies and contract negotiations from a Buyers Perspective
• Ensure pricing strategy is consistent with the business objectives
• Support local teams to develop leads, share insights, prepare proposals, support negotiate and convert business.
• Conducting a detailed study and understanding of customers business, including shipping requirements and provide air express services to specifically identified customers.
• Define objective and market studies to determine feasible approach to assess market potential
• Ensure new business development initiatives and maximize exposure for DHL amongst targeted prospects.
• Coordinate business development strategy and plans to achieve market and customer growth and retention rate
• Draft business development plans, including account management approach and account plans for countries and clusters within the Sub Saharan Africa region
• Define business development strategy in line with financial and shipment targets, for medium to large business opportunities
• Initiate, manage and collaborate with potential customers on current and future global and regional priorities such as SME360,NMTE, No Stone Unturned, PUYP and Vault.
• Lead, direct and control business development activities and initiatives across the region with significant impact on overall results.
• Serve as the primary contact/lead representing DHL Express to customers and facilitating coordination of efforts with other departments.
• Support customer growth strategies and contract negotiations from a Buyers Perspective
• Ensure pricing strategy is consistent with the business objectives
• Support local teams to develop leads, share insights, prepare proposals, support negotiate and convert business.
• Build relationships and co-ordination strategies with local teams and leaders of contributing functions such as Pricing, Business Intelligence, Finance, HR, Legal and Operations in order to acquire resources, that enhance working processes and create seamless sales and customer experience.
• Analyze key trends and developments impacting customer businesses and identify change needs that can be implemented to overcome or mitigate problems with broad-based solutions
• Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties
• Negotiate and authorize agreements/ contracts, changing terms and conditions where required
• Develop and coach sales teams to enhance their performance with African billed Chinese customers

Minimum Requirements

Language

• Fluent in Mandarin and English (Spoken and Written),
• French an advantage

Education

• Business degree or equivalent

Experience

• More than 5- 7 year Sales Experience

Requirements

• Excellent communication, leadership and influencing skills (The ability to communicate confidently one-on-one, groups and top management internally and externally)
• Extended Network Knowledge
• Analytical ability to apply broad concepts to resolve customer problems.
• High caliber in Sales skills including SLNB and DWBP
• Able to drive car and willing to travel to countries across Sub Saharan Africa ent communication, Leadership, and Influencing skills.
• Extended DHL Network knowledge.
• Project Management, Presentation Skills, Contract Negotiation Skills, Metrix Analysis, CRM Conversant, Sales Forecasting, DHL Business Knowledge, Sales Processes Knowledge, Stakeholder Management, Influencing, Feedback, Facilitation and Relationship Building