Major Account Executive
DHL Express
Total years of experience :14 years, 2 Months
DHL EXPRESS WORLDWIDE LLC - Dubai Territory Sales Manager Jan 2013 - Dec 2014
Major Account Manager - Jan 2015 - Sept 2016
Key Deliverables
Managing a client portfolio and having revenue and account management responsibility for key accounts.
ð Understanding the customer requirement & tailoring the logistics solution to enhance the value to customer.
ð Retain accounts through the development of strong relationships with key decision makers.
ð Identified decision makers, performed need analysis, prepared proposals, made presentations, and closed
business. Built and nurtured executive-level relationships.
ð Developed new business and sold ‘deeper’ into existing account base through diligent efforts in prospecting for,
qualifying, and winning major corporate accounts.
ð Retention of key customers through effective Account Management.
ð Address client concerns and ensure the resolution of issues in a timely manner.
ð Highlights - 2014 Sales person Nominee of the Year
ð DSO - Zero Credit notes Award - August & September 2013
ð Best DSO May 2014 - 29.47 days
ð YTD = 24% Revenue & 20% Shipments (2013)
ð YTD = 33% Revenue & 42% Shipments (2014)
ð YTD = 14% Revenue & 21% Shipments (2015)
Key Deliverables
⇨ Handling a team of 3 Executives (Sales and Customer Service) as well as ensuring achievement of the personal as well as team targets.
⇨ Provide highly strategic and tactical leadership as Territory Sales Manager of this leading company engaged in the business of Logistics/warehousing/courier/freight forwarding. Maintained complete autonomous decision makes authority within the areas of strategic planning, new business development, sales and marketing functions of the company and producing Annual Gross Sales Revenue.
⇨ Proved the ability to architect and solidify win-win outcomes under difficult circumstances of cutthroat competition.
⇨ Controlled business relationships with key decision makers to assure client retention, enforce compliance with contract terms and payment schedules, as per credit control policies of the company.
⇨ Developed new business and sold ‘deeper’ into existing account base through diligent efforts in prospecting for, qualifying, and winning major corporate accounts. Identified decision makers, performed need analysis, prepared proposals, made presentations, and closed business. Built and nurtured executive-level relationships.
⇨ Revitalized and strengthened relationships with top management of multinational/ international companies, in which accelerated revenue growth and improved market position.
Highlights
⇨ Consistently exceeded the sales targets as well as maintained a high level of customer service & added new clients.
⇨ Successful in collecting of bad debts through intelligent follow ups.
⇨ Achieved retaining of key customers through effective account management & tracking of emerging customer needs
⇨ Handling the entire Northern Emirates (Sharjah, Ajman, RAK)
Interacting with customers in USA and UK for ensuring 100% customer satisfaction and OTD.
Ensuring timely entry of orders and 100% execution of the same
handling a team of 5 executives ( 2 from Customer Service, 1 from Sales and 2 from Logistcs and Warehousing)
Following up with Key customer to ensure sales and revenue generation.
Monitoring the entire dispatch of all orders from factory till warehouses in UK and USA.
Ensuring timely dispatches of orders as per customer requirement from warehouses till customer door.
Currently handling the key Accounts viz Sureseal; Ebro GmbH, Ebro Thailand, Neotecha, Flowserve USA, Flowserve GmbH; Richter; Bray UK; Bray GmbH; Bray USA; Bray China.
Pending Order Reports; Non conformity Repport (NCR or Rejection Reports); warehouse stock reports to customers on fortnightly basis for Major Key Accounts
Forecasting of orders as per the client requirement is done on a monthly basis and orders released at factory so as to maintain stock at the warehouse at all times.
Stock File, Orders pending, Order delivered (figures in EUR, GBP & USD): Reports sent to management every month.
Targets Achieved: July 2009 USD 7, 37, 000; Aug 2009 USD 7, 82, 000; Sept USD 5, 30, 000
Conduct Conference calls for Key Accounts on weekly and Fortnitely basis.
Highlights
Visited UK in 2008 for complete set up of Customer Relation Department, Logistics and Freight Forwarding.
Finalised rate contract for Logistics Movement from India to UK and USA. Air freight and Sea Freight.
Major orders processed: Ebro Thailand has placed an order for Eur 80, 000; Neotecha has placed an order fr Eur 60000, Bray China USD 40000.
Trainings undertaken / imparted: In UK, set up of entire Team and training in customer service.
Handling a team of 4 Executives (Sales and Operations) as well as ensuring achievement of the personal as well as team targets.
Initiating establishment of the entire:
- Logistics for customers in terms of the Air Freight and Sea Freight Shipments as well as Warehousing.
- Sales Team in the company and ensuring profitability targets as per the business modules of the company.
- Arranging bid for Contracts, RFQ, of companies like Duflon Polymers, Flat Products, Time Zone (I) Pvt Ltd, Nilkamal Plastics, Doshian India, Hettich (I) Pvt Ltd, Kalpataru Group.
Interacting on a multilevel basis with the people.
Making forays into the corporate accounts and establishing Geodis as a strong and upcoming logistics service provider for India market.
Arranging bid for Contracts, RFQ, of companies like Duflon Polymers & Flat Products.
Understanding the customer requirement & tailoring the logistics solution to enhance the value to customer.
Overseeing sale of air imports space to traders & small scale industries providing them solution in the other logistics needs.
Penetrating competition accounts through sustained efforts with multilevel interaction with people at various levels in the designated accounts.
Developing new eco partners & maintaining excellent relationships with them for leveraging preference vis a vis competition in the account.
Drafting and executing rate contracts to enhance repeat business thereby killing competition.
Ensuring retention of key customers through effective account management & tracking of emerging customer needs
Consistently exceeded the sales targets as well as maintained a high level of customer service & added new clients.
Successful in collecting of bad debts through intelligent follow ups.
Achieved retaining of key customers through effective account management & tracking of emerging customer needs.
Penetrated into competitive accounts through sustained efforts.
Accounts handled included Tata Teleservices (Maharashtra) Limited, Nilkamal Plastics Ltd., Flat Products & Equipments Pvt. Ltd., Duflon Polymers Pvt. Ltd., KEC International, Privi Organics & Kalpataru Group.
Managing corporate accounts.
Coordinating with the network branches for timely dispatch of cargo.
Providing consultancy for under developed accounts.
Highlights
Distinction of being awarded the Service Excellence Award for team work and Employee of the Month.
Accounts handled included HSBC Bank, ABN Amro, Standard Chartered Bank, Bank of America, World Bank, Bank of India, State Bank of India & Citibank, State Bank Of India, Wachovia Bank.
Handling the Mango express project (coordination with networks across the globe, vendor management, MIS reporting, Time Management).
Diploma in Air Cargo & Courier Management Diploma in Travel & Tourism
