Job Description

BE PART OF THE WORLDxe2x80x99S LARGEST LOGISTICS COMPANYDeutsche Post DHL Group is the worldxe2x80x99s leading logistics and mail company.Wexe2x80x99re one of the worldxe2x80x99s largest employers, operating in over 220 countries and territories. Wexe2x80x99re Europexe2x80x99s largest postal service, partner for eCommerce and pioneers in secure digital communication. Wexe2x80x99re number one in contract logistics and international express delivery, and a leader in the forwarding business.Join us and youxe2x80x99ll be working for a global company thatxe2x80x99s focused on service, quality and sustainability, and using the power of global trade to connect people and improve lives.And not just for our Customers, but for every member of our Group too.At DHL Supply Chain South Africa wexe2x80x99re looking forxe2x80xa6VacancyManager (Reckitt Benckiser - Gosforth Park)Job Purpose

• Build high quality and trusted business relationships within the customer's leadership team;

• Identification, assessment, pursuit and closure of additional share of wallet within the assigned accounts in addition to effective management of a proactive pipeline;

• Pro-actively manage the renewal agenda and ensure that customer satisfaction is sustained

Key areas of responsibility include:P&L- Own the financial performance of the account - as per the operational, financial and investment plans;- Achieve annual EBIT targets on the key account;- Manage the P&L of the key account to deliver on the agreed GP target;- Be the face of the operational delivery to the customerxc2xb7 Customer Relationship Management- Develop and leverage constructive C-Suite relationships within assigned accounts (that are business and issue-based, as opposed to transactional);- Act as key contact for customer on a local level;- Maintain access to key decision makers and establish coach networkxc2xb7 Share of Wallet- Ensure a year on year increase in DSC's percentage share of the customer's logistics spend;- Sponsor the building and maintenance of a quality account pipeline - focusing on proactive and single-sourced opportunities;- Continuously review business potential and identify potential business opportunities;- Work with BD to develop and meet plans to rpsell within account, e.g. VAS;- Conduct annual, formal planning meetings with the customers;- Present solution proposal and business fit to decision makers, engage in negotiations and close the deal;- Collaborate with internal functions that support the sales process (BD, Solution Design, HR, IT, Real Estate, Legal, Finance, etc.), gather required input and coordinate actionsxc2xb7 Stakeholder management- Ensure quality of delivered services and proactively address customer issues;- Facilitate knowledge/ best-practice sharing between DSC community in South Africaxc2xb7 Strategising- Develop local strategy and plan for assigned accountsxc2xb7 Managing P&L- Develop targets and annual budgets for the key account - in consultation with the regional and solution leaders;- Report on a monthly, quarterly and annual basis on the account financial performance;- Spend a high proportion of time on site working with the customer and the DSC operational team;- Work effectively in a matrix structure with the operations leaders to deliver the day to day solutions and meet the annual and long term growth aspirations on the account;- Co-develop account investment and commercial plans for Transport and Warehousing with leaders.xc2xb7 Growing share of wallet- Pro-actively identify opportunities within assigned accounts;- Work with BD to develop proactive solutions and answer incoming RFQs for accounts;- Lead account planning meetings to identify customer's supply chain requirements and business objectives;- Sponsor opportunity assessment for identified opportunities and develop recommendation on pursuit or cancellation based on financial attractiveness, risk and fit of customer requirements with DSC capabilities;- Work with BD and Solutions to identify DSC's value proposition and high level solution parameters based on customer requirements;- Sponsor the win-plan that is created by BD - when required;- Present solution to customer demonstrating clear business value, engage in negotiations and close the deal;- Sponsor BD in collecting customer feedback after opportunity and sponsor internal Post-Opportunity Reviewxc2xb7 Maintaining- Built and maintain strong relationships with key decision makers and establish customer network on a working level (coach network);- Organize and hold quarterly business review meetings (QBRs) with the customer;- Prepare and conduct customer satisfaction and value assessment research meetings;- Monitor KPIs, ensure quality standards and performance targets are being met;- Act as key contact for customer, channel communication to internal functions coordinate actions in case of large operational issues;- Manage the renewal agenda, ensure current business is profitably maintainedxc2xb7 Team Management/ Coordination- Coordinate the resolving of operational issues and push for process improvements;- Assemble input from opportunity team, prepare proposal and BCA;- Plan the sales process and coordinate the opportunity team throughout the sales process;- Collect and share knowledge and best practices (also cross-country);- Review input from opportunity team, ensure quality and commercial standards are met;- Act as an interface between customer and DSC internal functions, collect and distribute required informationxc2xb7 Solution Designing- Analyze collected data together with functional experts (Solution Design, IT, HR, Real Estate, etc.) and support solution development;- Independently design standard solutions (supported by functional experts)xc2xb7 People Management- No direct reports but close collaboration with all Operational Leaders, Business Development and Finance.QualificationsRelevant degree or equivalent qualification will be a distinct advantageMore than 5 Years DHL Supply Chain ExperienceMore than 5 Years Sales ExperienceMore than 5 Years Operational experience will be a distinct advantageMore than 5 Years Logistics Sector experienceSkills/Competencies/ExperiencesMaintains effective relationships with customersDevelops and delivers high quality / innovative services and solutionsFocuses on customers and gains their commitmentGains management and colleague support to meet customer needsAct in line with DPDHL strategyCommunicates DPDHL strategyEstablishes clear, challenging and achievable objectivesCoordinates effort and aligns resources to achieve objectives if required by the projectRegularly reviews and communicates progress against objectives and adjusts as neededTakes responsibility for own decision and recognizes the contribution of othersProvides candid and regular feedbackSupports the development of othersInspires others to develop themselvesConveys a clear sense of personal goals and valuesActively seeks feedback to improve performanceDevelops new skills and modifies behaviors based on feedbackLanguagesEnglish - verbal and written.

DHL