DHL Express, Inc. Account Manager - Docklands (LCY) in United Kingdom


Location: Docklands (LCY)

Overall Role Purpose

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.

Specific Role context:

Manage and develop the assigned Field sales territory.


Customer / Stakeholder

· Manage and develop a portfolio of prospects and existing customers through building a strong customer relationship to ensure that customers needs are recognised and met.

· Establish customer agreements and ensure and that pricing guidelines are always applied and profitability targets for customers are met. Ensure that customer’ 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.

· 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 behaviour so that it reflects DHL high standards and develops customers’ relationship.


· Develop and implement a personal sales plan and call cycle that incorporates initiatives for identifying and gaining new business and maximises 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 (Comet) so that other DHL staff can access customer and territory information.

Skills / Qualifications

Key skills and competencies

-Excellent Planning and Organising

-IT literate

-Excellent communication skills (oral and written), numerate

-Customer orientation

-Business acumen

-Commitment to excel

-Cross Border Thinking

-Building and managing partnerships


-1-2 years sales background in a consultative selling environment within the service industry

Business/commercial acumen


-Experience in a segmented service industry

-Experience in the Air Express industry or freight forward industry

Expected Educational Qualifications

-A Levels in 2 or more subjects or equivalent