Job description

DHL – POSITION DESCRIPTION

Job Title: Commercial Manager Iraq

JOB PURPOSE

This role is the Commercial Manager for the Country and is accountable for the revenue for the country by ensuring DHL’s strategic Sales, Marketing and Pricing objectives are implemented in line with regional direction and Country objectives.

A key responsibility is to provide strategic direction to achieve the country revenue targets for all commercial channels by drawing up mid to long term plans ensuring DHL is positioned to maintain market leadership in the country and continues to grow its market share.

Accountability

SALES

· Determine & priorities which tactics detailed in the Global & Regional Business Direction are to be deployed within the country & determine local sales tactics, and their priority, for adoption for the different sales segments

· Provide accurate input for the country AOP, revenue and profitability targets after close consultation with direct reports considering the local market conditions and potential so that the country achieves the targets set

· Participate in the planning process with the Country Management team to develop the Annual Business Plan. In addition, develop monthly sales forecasts, quarterly targets by FTE & to monitor performance of the customers in the country against targets (and take corrective actions when needed)

· Ensure there is an annual Business Plan for all sales channels with clear objectives that are aligned with the Tele sales, Field sales & National Channel segment tactics and targets as appropriate to the customers serviced by the respective channel.

· Work closely with Commercial Groups, CSI & MNC Teams within the Network to assist in securing Global &/or Regional Contracts from targeted prospects.

· Ensure that correct reporting tools & templates are in place to accurately measure business performance to the standards defined in the Business Direction measures & identify shortfalls in performance and in conjunction with the appropriate Channel Managers determine & agree corrective actions

PRICING

· Deliver market competitive pricing to the Sales teams to achieve volume & revenue growth in line with the Pricing Strategy.

· Support a vigorous country yield development program that encompasses all commercial components of yield enhancement.

· Manage the SPA (Strategic Pricing Approach) process agenda.

MARKETING

· Create, develop & execute marketing campaigns for specific DHL products and services and ensure the integrity and image of the DHL brand is upheld in all country marketing activities.

· Provide market intelligence to support business & strategic planning

· Manage all marketing communication & Marketing requirements through effective management of the Marketing function including but not limited to PR / Corp Comms (internal & external), BI & Research, Reporting and Analysis and Product rollout per GHO guidelines.

Process

To follow up with country on revenue and Commercial KPI’s and develop action plans to close gaps.

Context

Position covers the Country of Iraq.

The department is structured by geographical areas in which a Territory Manager has complete responsibility for the protection of existing revenues and development of new / additional revenue streams. Yield Management is equally important, and emphasis will be placed upon this factor through objective setting by the Commercial Manager.

Contacts

Internal:

• Management
• Finance
• Customer Services
• Operations
• IT

External:

• DHL existing customers

·Target customers

Problem Solving

• Protect DHL market position from aggressive competitive attack.
• Develop and motivate a team of experienced sales professionals.
• Micromanagement of each individual and territory.
• On the job coaching and training / spending large % of time on the road with each sales team member.

Decision Making

• Staff related issues around territory performance.
• Contract pricing levels
• Target setting each quarter
• Cost control

Planning and Organization

• Use the Global Sales Process and Sales automation tools to measure effectiveness of time management.
• Setting out regular reviews.
• Regular sales meetings.
• Building your own suite of control mechanisms

KNOWLEDGE, SKILLS AND EXPERIENCE

·Minimum 5 years’ International Sales Management experience

·Experience in management of large Sales & Marketing teams including relationship and enterprise and in both direct and matrix selling environments.

·Proven ability to achieve results

·The ability to lead, coach and develop others.

·Excellent interpersonal and influencing skills especially with top level management.

·Excellent customer relationship skills

·Sound decision making and excellent business acumen

·Strategic thinking ability and strong customer focus

·Business/Commercial Acumen

·Budgeting and P&L management

·Demonstrated ability to use initiative/judgement to solve job related issues

·Understands developing market and business trends