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Major Account Manager
Ref: req76645

Overall Role Purpose

Manage and develop a portfolio of existing major 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 fuel surcharge compliance and annual price increase targets for customers are met.

Ensure that when any ongoing discrepancy arises between actual and promised volumes a re-negotiation takes place according to shipping to profile guidelines.

Develop and implement an approach to secure competitors business (within our customer) in the shortest time possible. Establish opportunity pipeline to support this approach and target them accordingly.

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 building the relationships necessary to gain development business and maximise growth of existing customers.

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.

Key Skills:

Excellent planning and organising

Excellent Communication skills

Customer Orientation

Building and managing partnerships

Business Acumen


2-3 years sales background in a consultative selling environment within the service industry

Business/Commercial acumen

Expected Educational Qualifications:

O Levels - four or more subjects

A Levels in two or more subjects

Facts and Figures

Division V3, EXPRESS
Business Unit DHL Express UK
Location United Kingdom - UK
Job Type Sales & Business Development
Career Level Support & Administratives
Responsible for
Reports to Catherine Johnson
Target Hire Date 4/29/2019
Employment Type Temporary Full-Time
Contract Type
Working Hours 37.5
Shift Requirement Day time only
Relocation Offered None
Travel Required No Business Travel
Travel Extent None
Work Permit Required Yes

About the company

DHL is present in over 220 countries and territories across the globe, making it the most international company in the world. With a workforce exceeding 285,000 employees, we provide solutions for an almost infinite number of logistics needs.

DHL is part of the world's leading postal and logistics Group, Deutsche Post DHL and encompasses three divisions: DHL Express, DHL Global Forwarding, Freight and DHL Supply Chain.

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