Vice President Sales
DHL express
Total des années d'expérience :22 years, 10 Mois
• Led, managed and directed the Commercial team (Sales Team, Freight Team)
• Maintained revenue, profit and yield targets through organization, planning and team direction
• Created the right Commercial Organizational Structure to meet needs of the customer base and grow the business to dominate the market in Express and Logistics in all relevant market segments
• Managed and coordinated the sales manager to ensure the country revenue targets are met
• Drafted department business plans exhibiting how to achieve set targets for growth in revenue and yield for the year
• Identified reporting requirements and produced reports in accordance with country standards
• Ensured maintaining service quality and addressed service issues promptly to maximize customer satisfaction and retention rates.
• Responsible for revenue of Saudi country.
• Grew DHL business within Saudi achieving the sales target with 30% growth Vs. Last Year.
• In conjunction with the Country Manager, established area sales targets and ensured the attainment of agreed annual revenue and profitability targets.
• Establish and implement business strategies that have a very significant impact on organizational objectives and business results. Make accurate decisions and recommendations that result in the achievement of business results and prevent substantial delays and additional expenditure.
• Build sustainable relationships with customers through harmonized & developed sales force.
• Contribute directly towards country revenue
• Drive country sales improvement.
• Guide the heads of various sales groups.
• Collaborate with RO Commercial Function.
• Represent DHL in Business Associations, Chambers of Commerce Build sustainable relationships with customers through harmonized & developed sales force.
• Effective leadership of designated sales channels.
• Coordinate development of sales objectives, strategies, advertising and promotional programs and ensure their execution.
• Gather new product ideas and evaluates their potential.
• Periodically visit key national markets to investigate operations and local conditions. Primary contribution is managing other people.
• Leads a department via multiple levels of managers and supervisors OR directly supervises the senior or technical advisor level professionals.
• Directs performance planning, coaching, and evaluation.
• Manages and responsible for results delivered for a major portion
of a profit center, line of business, business process or department as part of
the executive team of a department or area.
• Led, managed and directed the Commercial team of
• Maintained revenue, profit and yield targets through organization, planning and team direction
• Created the right Commercial Organizational Structure to meet needs of the customer base and grow the business to dominate the market in Express and Logistics in all relevant market segments
• Managed and coordinated the sales team to ensure the country revenue targets are met
• Drafted department business plans exhibiting how to achieve set targets for growth in revenue and yield for the year
• Identified reporting requirements and produced reports in accordance with country standards
• Ensured maintaining service quality and addressed service issues promptly to maximize customer satisfaction and retention rates.
• Help team to approach new and potential customers in order to reach assigned target
• Research sales potential, develop additional accounts and expand existing client base within oil and gas sector for all Saudi Arabia
• Deputizing VP Sales in his absence: ensure the sales team member performs all job functions according to the procedure and policies, meeting sales team for new campaigns, getting required reports. .etc.
• Training and supervising newly hired sales executives.
• Responsible for revenue of Bahrain country.
• Grew DHL business within Bahrain achieving the sales target with 30% growth Vs. Last Year.
• In conjunction with the Country Manager, established area sales targets and ensured the attainment of agreed annual revenue and profitability targets.
• Provided hands-on support and guidance to Territory Managers to achieve revenue targets.
• Lead the Sales team in the country. Attain team revenue and yield targets through organization, planning and direction of the team.
• Establish and implement business strategies that have a very significant impact on organizational objectives and business results. Make accurate decisions and recommendations that result in the achievement of business results and prevent substantial delays and additional expenditure.
• Build sustainable relationships with customers through harmonized & developed sales force.
• Contribute directly towards country revenue
Drive country sales improvement.
• Guide the heads of various sales groups.
• Collaborate with RO Commercial Function.
• VERB Major competitors & Benchmarking relationship
• Represent DHL in Business Associations, Chambers of Commerce Build sustainable relationships with customers through harmonized & developed sales force.
• Effective leadership of designated sales channels.
• Coordinate development of sales objectives, strategies, advertising and promotional programs and ensure their execution.
• Gather new product ideas and evaluates their potential.
• Periodically visit key national markets to investigate operations and local conditions. Primary contribution is managing other people.
• Leads a department via multiple levels of managers and supervisors OR directly supervises the senior or technical advisor level professionals.
• Directs performance planning, coaching, and evaluation.
• Approves pay adjustments and promotions.
• Manages and responsible for results delivered for a major portion
of a profit center, line of business, business process or department as part of
the executive team of a department or area.
• Led, managed and directed the Commercial team of 7 Territory Managers, 2 Key Account managers and 3 National customer manager
• Maintained revenue, profit and yield targets through organization, planning and team direction
• Created the right Commercial Organizational Structure to meet needs of the customer base and grow the business to dominate the market in Express and Logistics in all relevant market segments
• Managed and coordinated the sales team to ensure the country revenue targets are met
• Drafted department business plans exhibiting how to achieve set targets for growth in revenue and yield for the year
• Identified reporting requirements and produced reports in accordance with country standards
• Ensured maintaining service quality and addressed service issues promptly to maximize customer satisfaction and retention rates.
• Help team to approach new and potential customers in order to reach assigned target
• Research sales potential, develop additional accounts and expand existing client base within oil and gas sector for all Saudi Arabia
• Deputizing VP Sales in his absence: ensure the sales team member performs all job functions according to the procedure and policies, meeting sales team for new campaigns, getting required reports. .etc.
• Training and supervising newly hired sales executives.
• Responsible for revenue of 5M EUR per month.
• Grew DHL business within Riyadh Area achieving the sales target and 30% growth Vs. Last Year.
• In conjunction with the VP Sales, established area sales targets and ensured the attainment of agreed annual revenue and profitability targets.
• Provided hands-on support and guidance to Territory Managers to achieve revenue targets.
• Lead the Sales team in the country. Attain team revenue and yield targets through organization, planning and direction of the team.
• Establish and implement business strategies that have a very significant impact on organizational objectives and business results. Make accurate decisions and recommendations that result in the achievement of business results and prevent substantial delays and additional expenditure.
• Build sustainable relationships with customers through harmonized & developed sales force.
• Contribute directly towards country revenue
Drive country sales improvement.
• Guide the heads of various sales groups.
• Collaborate with RO Commercial Function.
• VERB Major competitors & Benchmarking relationship
• Represent DHL in Business Associations, Chambers of Commerce Build sustainable relationships with customers through harmonized & developed sales force.
• Effective leadership of designated sales channels.
• Coordinate development of sales objectives, strategies, advertising and promotional programs and ensure their execution.
• Gather new product ideas and evaluates their potential.
• Periodically visit key national markets to investigate operations and local conditions. Primary contribution is managing other people.
• Leads a department via multiple levels of managers and supervisors OR directly supervises the senior or technical advisor level professionals.
• Directs performance planning, coaching, and evaluation.
• Approves pay adjustments and promotions.
• Manages and responsible for results delivered for a major portion
of a profit center, line of business, business process or department as part of
the executive team of a department or area.
• Help team to approach new and potential customers in order to reach assigned target
• Research sales potential, develop additional accounts and expand existing client base within oil and gas sector for all Saudi Arabia
• Deputizing VP Sales in his absence: ensure the sales team member performs all job functions according to the procedure and policies, meeting sales team for new campaigns, getting required reports. .etc.
• Training and supervising newly hired sales executives.
• Responsible for revenue of 2M EUR per month.
• Grew DHL business within Riyadh Area achieving the sales target and 25% growth Vs. Last Year.
• Managed 11 Territory Managers & 1 Sales Administrator handling more than 2000 customers worth of business 2 million Euro per month.
• In conjunction with the VP Sales, established area sales targets and ensured the attainment of agreed annual revenue and profitability targets.
• Provided hands-on support and guidance to Territory Managers to achieve revenue targets.
• Maintain existing oil and gas customers and developing them to achieve company’s target
• Help team to approach new and potential customers in order to reach assigned target
• Research sales potential, develop additional accounts and expand existing client base within oil and gas sector for all Saudi Arabia
• Deputizing Head of Sales in his absence: ensure the sales team member perform all job functions according to the procedure and policies, meeting sales team for new campaigns, getting required reports. .etc.
• Training and supervising newly hired sales executives.
• Responsible for 3 sales executive working in Jubail Area one of the biggest industrial area in Saudi Arabia
•Maintain existing GCS/GMNC (Global Customer Solution/Global Multi National Companies) customers and developing them to achieve company’s target
•Approaching new and potential customers in order to reach assigned target
•Maintain customer satisfaction within assigned territory through constant review of client needs and regular customer calls
•Research sales potential, develop additional accounts and expand existing client base within assigned territory
•Assist clients with problem solving to maximize DHL's visibility in the market.
•Keep clients updated on company’s products and services and continually provide solutions to clients' air express and freight requirements.
•Deputizing Sales Manager in his absence: ensure the sales team member perform all job functions according to the procedure and policies, meeting sales team for new campaigns, getting required reports. .etc.
•Training and supervising newly hired sales executives.
•Manage and develop the assigned Field sales territory in order to maintain and grow the DHL market leadership position. Achieve individual sales targets while meeting key customer needs
•Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers’ needs are recognized and met.
•Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customers’ prices are reviewed on regular basis and whenever any discrepancy arises between actual and promised volumes a re-negotiation takes place.
•Develop and implement an approach to secure competitors and prospects business in the shortest time possible. Establish Prospects pipeline to support this approach and target them accordingly.
•Exploit all new opportunities from existing and potential customers (prospects) ensuring a maximum penetration of DHL in assigned territory.
•Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximizes growth of existing customers to achieve the individual sales (volume and profitability) targets.
•Manage all customer-related information by communication to the selling team around specific customers as well as in sales systems so that other DHL staff can access customer and territory information.
•Monitor customer performance, loyalty and satisfaction to measure success, business fluctuation and possible business at risk. Take appropriate corrective action internally and/or with the customer.
•Promote DHL brand image and values through own appearance and behavior so that it reflects DHL high standards and develops customers’ relationship
•Maintain existing customers and developing them to achieve company’s target
•Approaching new and potential customers in order to reach assigned target
•Maintain customer satisfaction within assigned territory through constant review of client needs and regular customer calls
•Research sales potential, develop additional accounts and expand existing client base within assigned territory
•Assist clients with problem solving to maximize DHL's visibility in the market.
•Keep clients updated on company’s products and services and continually provide solutions to clients' air express and freight requirements.
•Opening Accounts
•Solving problems, issues…etc
•Reactivating inactive accounts
•Submitting reports to the sales manager
•Achieving personal target
•Working with colleagues to achieve national target
•Activating accounts in all territories in consultation with the manager
•Creating new ideas, projects, products, can be beneficial for the company
• Assisting on the feasibility study of enhancing the target figures
• Follow up the (discount procedures)with the team
• Responsible for analyzing customer profile to ensure proper tuning to the customer on the customers category scheme
• Maintain proper data base for all the customers at all time
• Ensure that contract signed are followed with contract procedures
• Quarterly analysis team performance
• Responsible for scheduling the plan for the team
• Joint sales calls with sales reps/monthly
• Covering, refreshing, opening new business in other governs as per managers request
• Maintaining new business production, customer satisfaction, and continues business growth
Practice sales skills in making cold calls
Outdoor and Indoor Salesman.
Learned customer service and leadership skills
Arrange meeting with new sales calls
Solving problems
Submitting reports