At
DHL, people mean the world to us. That's why our goal has always been to attract and retain the best talent the world over. We provide challenge and opportunity for personal and professional development. We recognize the difference you bring to our business, and together we share the pride of building THE logistics company for the world.
Working for DHL Global Forwarding means working for the global market leader in air and ocean freight.At DHL Global Forwarding, our expertise lies in the fast and flexible transportation of goods and merchandise across all continents. We not only supply comprehensive international logistic services, but also play an active role in reducing C02 emissions as seen in our GoGreen product portfolio.
1) Sales and Marketing Manager, DGF NigeriaRef.: MEA – 11442
Facts & Figures
| Job function | Sales & Business Development |
| Country | Nigeria |
| Location | Nigeria (Lagos) |
| Position offered by | DHL Global Forwarding Africa |
| Reports to | Country Manager Nigeria |
| Career level | Senior Professional |
| Contract | Permanent (Full-Time) |
| Travel required | Below 25% of total work time |
| Work permit required | No |
| Start date | Immediate |
| Relocation offered | None |
| Closing date for applications | 10/05/13 |
| Shift work required | Day-time only |
Lead and drive Sales & Marketing in accordance with corporate/country business strategy, and local business environment to deliver maximum profit and optimize business assets and HR.
- Develop and lead the growth of new business sales opportunities and customer growth in Country.
- Ownership of the Sales budget for the Country, with responsibility for achieving the business targets and KPI's, and reporting against results on a weekly / monthly basis
- Drive market profiling and competitor analysis activities to understand and identify market opportunities and challenges.
- Lead the development of marketing campaigns and sales initiatives to drive revenue growth
- Ensure effective pricing strategies are developed to sustain profitable growth.
- Identify market/synergy opportunities for DHL e.g. cross selling opportunity, market sizing etc
- Develop and map the product portfolio of DHL following global, regional guidelines.
- Ensure roll out of all Sales campaigns and that results are achieved in line with set / agreed targets
- Develop sales motivation initiatives to keep high sales performance towards the annual business target.
Defines, monitors and enforces targets to the operational units
Impact- Take independent decisions which have a major impact and affect people inside the immediate work team.
- Be party to some collaborative decisions, and work with others to reach an optimal conclusion which has a major impact on the company.
- Provide advice or input to contribute to the decision making of others which has a major impact on the company.
- Recommend decisions which have a major impact on the company.
Customers- Identify and develop potential, sustainable customer relationships.
- Develop and maintain strong existing customer relations and loyalty.
- Lead in engagements and strategic customer interfaces with key Corporate Customers.
Country Management Team- Provide marketing & sales advice/information to management team to facilitate business performance review & evaluation.
- Support Country Manager to devise and fine tune strategic directives.
Marketing Agencies- Evaluate, select and manage marketing agencies for Advertising, Media Purchasing, Direct Marketing, Corporate Literature, Public Relations, Promotional gifts and sponsorships; ensuring compliance to company policies and procedures.
- Customer retention
- Market Share.
- No. of new accounts.
- Revenue potential of new accounts.
- Timely & amicable settlement of customer issues.
- Quality of marketing & sales support.
- Accurate and timely market intelligence
- Quality of service.
- Compliance to company policies.
StakeholderOverseas Counterparts and DHL Express- Maintain good relationship with overseas working partners to explore more push & pull business opportunities.
- Liaise and assist in developing ongoing cooperation and cross-customer base opportunities with XBU's
Other Country Functions- Maintain good communication and working relationship with others functions.
- Win-win partnership.
- Market share.
- Account acquisitions.
ProcessStrategic Business Development- Drive and develop new business opportunities.
- Drive market profiling and competitor analysis activities to understand and identify market opportunities and challenges.
- Lead the development of marketing campaigns and sales initiatives to drive revenue growth
- Ensure effective pricing strategies are developed to sustain profitable growth.
- Identify market/synergy opportunities for DHL Express and DESC e.g. cross selling opportunity market sizing etc.
- Develop and map the product portfolio of DHL Express and DESC following global, regional guidelines.
Business Performance & Results- Responsible for achieving Marketing & Sales business targets and KPIs.
- Develop sales motivation initiatives to keep high sales performance towards the annual business target.
- Defines, monitors and enforces targets to the operational units
- Select and assigns key positions to reach targets.
- Analyses costs and cost structure and derives improvement measurements and actions.
Championing Quality & Improvement- Responsible for constant improvement and optimization of department resources.
- Defines and implements Sales & Marketing ISO standards in line with corporate instructions.
- Market Share.
- Revenue Size.
- Costs/Profitability.
- Annual Budget and Re-estimates.
- Achievement of Business Plan.
- Consistent organisation structures and measures.
- DOE (direct operating expenses including personnel expenses) as % of GP.
- EBITA as % of net sales.
- Achievement of &/or exceeding global target
- Efficient & effective use of resources.
- Continually improved productivity.
- Operational KPIs as per target.
People – Management- Determine organization structure, roles and responsibility and performance targets for the function
- Develop a culture of quality, service excellence (for internal customers), flexibility and cost consciousness.
- Develop team spirit and multitasking capabilities within the team.
- Plan, organise and direct an efficient and effective function.
- Develop IKOs/KPIs with team members and monitor individual performance.
- Responsible for complying with motiv8 process.
- Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets.
- Identify training needs and opportunities to develop a highly skilled functional department.
- Availability of required skills with excellent understanding of business.
- Optimum utilization of resources.
- Positive 'can do' attitude.
- Employee satisfaction
- Influence evidenced throughout organization.
- Unplanned staff turnover.
- Employee development.
- Succession planning.
- Employee accountability and performance.
Autonomy- Demonstrates structured, efficient work processes and methods.
- Uses sound judgment, manages risk and anticipates impact on overall business.
- Accomplishes own tasks whilst in support of corporate goals.
- High degree of autonomy in developing responses which best meet the needs of individual customers.
- The position is to act collaboratively to achieve Branch outcomes. Day to day tasks not rigidly defined.
- Achieves targets aligned with business goals.
Key capabilities / CompetenciesSkills/Knowledge- Knowledge of Freight Forwarding and Logistics industry
- Knowledge of international trading
- Good communication and interpersonal skills
- Excellent product knowledge
- Excellent tradelane knowledge
- Analytical skills
- Negotiation skills
- Microsoft Office application
Competences segment 'Business'Customer Orientation: Is focused on identifying and understanding each customer's needs. Expresses and acts on desire to assist customers in an efficient and friendly manner.
Business Acumen: Understands business principles and language, including the fundamentals of finance and profitability. Uses this understanding to achieve results and to increase the performance and profitability of our company.
Cross Border Thinking: Has a holistic mindset and stays abreast of important trends that may affect our competitiveness as a group. Manages the business, giving priority to the international position of our company.
Competency segment 'Leadership'Shaping Direction: Develops and communicates strategies and goals that achieve competitive advantage. Demonstrates a clear understanding of the organisation's strengths, weaknesses, opportunities and threats.
Constructive Challenge: Contributes to an environment where people at all levels stand up for their ideas and where the status quo can always be challenged for the better.
Building and Leading Teams: Knows the talent* needs of the team. Attracts and develops the people who can meet those needs. Encourages effective cooperation among team members and between teams. Inspires team spirit and the commitment to achieve high standards of performance.
Competency segment 'PersonalBuilding and Managing Partnerships: interpersonal styles to create and sustain effective relationships with business partners (e.g. suppliers, joint venture partners, industry groups, competitors, governments, unions) and colleagues. Is open to approaches that meet mutual goals.
Commitment to Excel: Challenges self and others to exceed standards and achieve extraordinary results striving for best-in-class. Is not easily deterred when obstacles or delays are encountered.
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