1.    Overall Job Purpose

·       Generate and maintain a portfolio of Chinese trading + prospective customers (targets to define upon start)

·       Plans and manages portfolio of Chinese CSI/MNC existing accounts

·       Maintain an active opportunity pipeline of Chinese, Taiwanese customers based in Vietnam, China & Taiwan to meet and exceed targets and ensure it is entered into the system

·       Ensure accurate and timely entries and maintenance of high-quality information on the CRM

·       Have a clear understanding and knowledge of DHL products and services

·       Be aware of market developments and competition for China, Taiwan & Vietnam

·       Make competitive proposals to customer and convert in favor of DHL. Wins, retains and develops medium-sized Business Customers (Gross Profit of EUR300K p.a.)

·       Build rapport and trust with customers by being informed about customer’s business and the market. Assesses the type and size of customer needs

·       Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)

·       Uses networks within the various Sales channels within DHL Group to collaborate on customers' marketing strategies and offers a full supply chain of services to service customer needs.

·       Be a part of Chinese community in Vietnam & represent DHL in various business forum

·       Ensures achievement of country Sales Index for Key Account channel

·       Coordinates implementation of strategic priorities in CSI/MNC/SC together with regional CSI/MNC heads

·       Steers and improves performance of the Sales channel through performance measurement

Executes global/regional sector strategy on country level (As aligned with global sector structure)Manages relationship with CSI/MNC as customer point of contact on country levelWins, retains and develops Strategic CustomersPlans and manages accountsCoordinates with CRM’s on account planning, customer enquiries, business reviews etc.Gathers customer and market information to update Product and Trade Lane on current conditionsMain Accountability

·       Manages relationship of a defined number of (CSI)/MNC and SC customers and prospects in a particular sector (serves as primary contact for the customer; coordinates the account e.g. with regards to Trade Lane involvement)

·       Seeks and prospects for Strategic Customer targets to win new customers

·       Ensures that Key Account activities are aligned with global/regional sector strategy

·       Delivers the regional and/or country customer budget by maintaining a healthy pipeline, good contractual performance and proactive thinking

·       Works on regional customer initiatives and for implementing global business plan contents

·       Plans and manages accounts

·       Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)

·       Coordinates with CRM’s on account planning, customer enquiries, business reviews etc.

·       Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues

·       Consults CRMs and Sector Heads on potential solutions and best practice

·       Provides guidance to Key Account channel and aligns their targets based
on country’s priorities

·       Coordinates implementation of strategic priorities in CSI/MNC together with global/regional CSI/MNC

·       Facilitates the development of local Strategic Customers (SC) to support budget achievement

·       Is responsible for CSI/MNC/SC budget achievement in his/her country

·       Plans and manages portfolio of accounts

·       Supports local Key Account Teams (e.g. through account planning, joined visits to Top customers) and acts as coach for the Key Account Team

·       Supports and facilitates Sales skills/process training relevant to the Key Account channel

·       Supports Expert Community program

·       Actively participates in expert community and fosters collaboration (e.g. via Community Calls, iShare)

·       Organizes internal and external sector events in the Country (e.g. Sector meeting, Customer events)

·       Promotes industry expertise within the Country (case studies, trends, developments)

Qualification

·       Good understanding of sector issues in the global forwarding industry and knowledge on DGF products (AFR/OFR) and business models

·       Being Chinese native speaker

·       Customer management experience

·       Ability to identify customer needs by gathering information and building long-term relationships

·       Well-developed communication and presentation skills

·       Well-developed management skills, collaborative leadership style to guide Sales Team

·       Good communication and presentation skills

·       Conceptual thinking and analytical skills

·       Fluent in English verbal/written communication