Country Commercial Manager at DHL International (Zambia) Ltd

COMMERCIAL MANAGER,

RCS GRADE J

Reporting to the Country Manager Zambia

Location – Lusaka

IT’S NOT JUST AN OPPORTUNITY TO GET ON THE CAREER LADDER.

IT’S AN OPPORTUNITY TO HELP THE WORLD GET ON TOGETHER

Why do people call us the world’s most international company? Is it because we operate in more than any other logistics provider? Is it because we invented cross border shipping over 45 years ago? Or is it, perhaps, because what we do connects people across the world. And the more we can connect people, the better life on earth becomes.

We love our role in the world. And we’re looking for the right people to help us maintain – and grow it. People like you.

DHL provides a wide range of career opportunities at different levels all over the world. As an employee you will have the possibility to develop yourself personally and professionally through successful teamwork.

Together we build a company we can truly be proud.

CONNECTING PEOPLE. IMPROVING LIVES.

Role Context

Responsible for driving TDI growth (TDI SPD, RPD, market share), strengthening customer loyalty and retention, and creating a high performing sales organization to meet and exceed country revenue and profitability growth targets.

Key Responsibilities

• Leads the country’s sales organization and is responsible for overall business growth, development and performance.
• Builds strong commercial plans aligned with our Focus strategy, regional / country priorities and market opportunities to aggressively Grow DHL International (TDI) Business.
• Provides measurable input into Ethiopia’s overall business strategy with a focus on sales within Express guidelines.
• Develops and implements sales strategies, tools and processes in line with overall DHL guidelines.
• Drives the country’s market growth and customer retention.
• Reviews and advices on pricing, product mix, and brand portfolio policies.
• Supports customer strategies, contract negotiations and supply chain management strategy.
• Defines improvement areas based on pipeline reporting in collaboration with sales effectiveness.
• Analyses the value of key technologies and industry development and identifies change needs within the sales function.
• Identifies problems and updates or modifies working methods without defined procedures.
• Reviews and monitors sales performance periodically and refines sales strategies as required
• Determines improvement areas based on pipeline reporting in collaboration with sales effectiveness.
• Influences Marketing initiatives in country.
• Persuades other internal and occasionally external parties to accept complete proposals and programs where there may be little interest in cooperating or participating.
• Builds strong relationships and co-ordination strategies with marketing and regional sales structures to enhance working processes and productivity.
• Approves all major country sales strategy and development projects.
• Recruits and develops the members of the country’s sales leadership team; keeps them motivated and oversees their task assignments.
• Approves key personnel decisions for the function.
• Generates commitment, motivation and enthusiasm to company and division.
• Leads and manages teams; determines team structure, roles, performance targets in co-operation with country leadership.
• Evaluates performance and proposes performance-based compensation for direct reports.

Minimum Requirements

Education and experience

• Degree in Business or equivalent
• Marketing / Sales management qualifications a plus
• Minimum 5 years of relevant experience in a Sales functions with leadership responsibility
• English proficiency a must
• Express/Supply Chain knowledge is an advantage

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