FIELD SALES EXECUTIVE (H/F/X)
MANPOWER Luxembourg SA is recruiting for one of his clients :
Field Sales Executive (H/F/X)
Objective of the function
To manage the Customer’s and Prospects allocated portfolio by contacting and challenging prospects, maintaining and developing the existing Customers, in order to achieve the agreed annual revenue and intermediate monthly set profitability targets.
Scope
Revenue € 1.800.000 – 2.500.000 year
Field Sales Customers’ portfoglio on the Luxembourgish market.
Accountabilities
1. Generating and developing business.
To approach agreed prospects / suspects to generate business and ensure Customer account’s penetration within the various industries.
Key activities:
- Approaches agreed companies likely to yield potential shipments and ensures accounts penetration.
- Ensures that agreed number of visits and budget is reached or even exceeded.
- Carries out visits and negotiates to secure the business for DHL, in line with company objectives.
2. Managing existing accounts.
To manage the existing assigned Customer accounts as recommended by the Global/Regional/local Sales Strategy to optimize the Customer’s satisfaction and loyalty.
Key activities:
- Maintains regular contacts with all existing Customers.
- Ensures that Customers are visited on an agreed basis and in a timely manner
3. Carrying out sales tasks.
To carry out sales activities to approach new customers and promote DHL
Key activities:
- Demonstrates and inform Customers about new products and services
- Identifies Customers’ expectations and needs and assesses their feasibility by DHL with all the relevant services
- Analyses Customer’s potential and proposes the most adequate price rates according to the Pricing guideline
- Ensures that all customer’s requirements and specifications are well communicated to the relevant departments in due time
- Ensures that optimal co-operation is performed with all the internal and external business partners to maximize revenue and profitability results.
- Daily controls and follows up the Customer activity / performances with contract review if required
- Takes all the necessary actions so that all agreed sales and activities targets are achieved or exceeded.
- Gives a feed-back to all received sales leads from the Lead Qualifier
- If required, analyses and follows up any specific claim
- Performs all sales activities (price review, account holding…) according to the applicable procedures and internal rules in tight collaboration with the Pricing / Finance department.
- Maintains an up-to-date file on all competitor activity within the customer territory by gathering any piece of information
- Ensures that accounts working with competition are contacted on a regular basis according to an agreed standard.
- Maintains and monitors records on Customers activities within the sales application / tool in a timely manner to ensure proper visit frequency and an optimal follow-up.
- Prepares and submits on a regular basis and in a timely manner, precise reports to Sales Management, as agreed or requested.
| 4. Represent and promote DHL during networking events. When opportune and recommended by the Management, takes part to Customer / Networking events to promote DHL and boost the Sales portfolio, including outside business hours (some participation K.P.I.’s may be set accordingly when relevant). |
Profile
Knowledge
- Good understanding / knowledge of the Luxembourg logistics and transport market (products, competition, customers)
- Good knowledge of the economical tissue of Luxembourg
- DHL activities, products & services, network + DP DHL (global) organisation and (Sales) processes
- DHL Customer maintenance databases and tools
- CIS Sales Relationship curriculum
Specific skills and qualifications
- Business acumen
- Social, negotiation and communication skills to answer Customers’ expectations and requests
- Pro-active and analytical skills to identify Customer needs and take all the necessary actions with the relevant departments.
- Verbal and written communication skills in French, German and English, (Luxembourgish and other languages= advantage).
Physical/Psychological work environment
- Driving company car; Teleworking
Appointment criteria
Education
- Bachelor’s degree.
Required experience in a similar position :
3 – 5 years
Do you want to join a company that supports your personal development? This is your chance! Apply now!
Only applications that meet the criteria mentioned above will be considered and handled with complete confidentiality.
