Role Context

Shape, drive and manage the sales function and define the sub-regional strategy to deliver business growth and profitability, customer retention, improve competitive positioning and optimize resource utilization in line with business strategy, financial objectives, Group guidelines and policies.

Key Responsibilities

Define the sub-regional sales strategy to cascade and monitor delivery of sales objectives in line with business strategy, financial objectives, Group guidelines and policies
Lead, oversee and control highly strategic activities and initiatives with significant impact on overall results and very high business risk potential
Communicate market leadership position and vision/strategy aspiration to customers and internal stakeholders
Drive market acquisition and retention strategies in order to maximize sales growth in the sub-region and optimize profits
Drive customer retention, business growth and profitability by supporting customer strategies, contract negotiations and supply chain management strategy
Approve pricing, product mix, and brand portfolio policies for the function in sub-region
Define improvement areas based on pipeline reporting in collaboration with sales effectiveness
Analyze the value of key technologies and industry development and identify change needs for function in the sub-region
Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization
Support key customers and drive collaboration and cross selling activities in the sub-region
Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties
Establish appropriate processes and infrastructure to support growth, sales performance and optimize resource utilization
Formulate and roll out mechanisms to ensure sales performance management reporting and direct and approve major sales strategy and development projects
Analyze complex issues extensively and conceptualize improvements/ changes in sales methods and techniques
Deliver innovation that directly influence the way the function is operating and making money in the sub-region
Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating
Negotiate and authorize critical agreements/ contracts, changing terms and conditions significantly where required
Lead, direct, coach and develop performance of the sub-regional sales team
Develop strong trusting relationships with business leaders across DPDHL
Cooperate with and coordinate 3rd parties e.g. external service providers
Advise customers and key stakeholders on processessystems and tools

Minimum Requirements
Education & experience

University degree in a business discipline.
3-5 years managerial experience in a selling environment managing Sales Executives & other field-based resources.
6-8 years of sales experience