Strategic Customer Manager
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Key skills for this role
About the Role
DHL Global Forwarding seeks a Strategic Customer Manager to drive sales growth and customer acquisition in Riyadh. The role involves consultative selling, managing medium/large accounts, and executing sales campaigns.
Key Skills for This Role
Responsibilities
- Win and develop medium/large sized business customers through proactive hunting activities within the Strategic Business Customers (SBC) segment
- Assess prospective accounts as Profitable, Significant, or Strategic to prioritize efforts and secure winning bids
- Drive volume and GP growth by acquiring new and expanding existing SBC accounts, focusing on air freight and complementary ocean freight solutions
- Recommend tailored solutions based on customer needs using deep industry knowledge
- Deliver compelling proposals, quotations, and bids that address customer pain points and growth ambitions
- Build rapport and trust with SBC accounts by understanding their business and market dynamics
- Support SBC accounts retention through collaboration with Product teams, Trade Lane Managers, other sales channels, and local Station Management
- Execute targeted sales campaigns aligned with market trends and DHL’s strategic priorities
- Maintain a personal sales plan focused on new business acquisition and revenue growth
- Perform all aspects of the sales process and update all relevant activities in CRM daily
- Actively manage the sales pipeline, ensuring accurate forecasting and timely updates
- Coordinate smooth onboarding of new clients, including credit setup, rate loading, and operational instructions
Requirements
- Minimum 5 years industry experience
- Proven success in new business acquisition
- Experience managing medium to large, complex customer accounts
- Undergraduate degree
Full Job Posting
Company Overview
- DHL Global Forwarding, Freight (DGFF) is the Group's air, ocean, and road freight specialist. We offer standardized transport as well as highly specialized end to end solutions to customers in a wide range of industries globally.
In this Strategic Customer Manager position
- Sales Growth & Customer Acquisition: Win and develop medium/large sized business customers through proactive hunting activities within the Strategic Business Customers (SBC) segment.
- Assess prospective accounts as Profitable, Significant, or Strategic to prioritize efforts and secure winning bids.
- Drive volume and GP growth by acquiring new and expanding existing SBC accounts, focusing on air freight and complementary ocean freight solutions.
- Consultative Selling & Value Creation: Recommend tailored solutions based on customer needs using deep industry knowledge.
- Deliver compelling proposals, quotations, and bids that address customer pain points and growth ambitions.
- Position DHL as a trusted advisor through consultative selling and value added services.
- Customer Relationship Management: Build rapport and trust with SBC accounts by understanding their business and market dynamics.
- Support SBC accounts retention through collaboration with Product teams, Trade Lane Managers, other sales channels, and local Station Management.
- Introduce additional services to enhance customer value and loyalty.
- Sales Planning & Campaign Execution: Execute targeted sales campaigns aligned with market trends and DHL’s strategic priorities.
- Maintain a personal sales plan focused on new business acquisition and revenue growth.
- Achieve specific volume growth targets in assigned areas of the business.
Now, here is what we need from you!
- Minimum 5 years industry experience
- Proven success in new business acquisition
- Experience managing medium to large, complex customer accounts
- Undergraduate degree
We offer:
- Opportunities in a global company where you can contribute your ideas and skills to move towards our shared goals.
- Possible further career development
- Competitive salary
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