Global Key Accounts ACS Sales Director

Description - Internal

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We currently have an opportunity for an Air Capacity Sales Director. This position is part of the Air Capacity Sales division of DHL Aviation. . The ACS group is a high growth unit, with revenue tripling in the last three years to over 100 million annually. ACS is a key contributor to the success of DHL Express, as the ACS revenue is returned to the business in the form of reduced air line haul costs.

The Air Capacity Sales Director is the primary relationship contact for existing Global Key Account customers and new customers (as assigned); responsible for responding to national pricing and RFQ request from assigned customers; works with internal support team to maximize sales and revenue growth with implementation of new pricing and services at field level locations; works as prime consultant to customers relating to network solutions, specialized pricing, and customized solutions; directs and coordinates DHL National Account Cargo Managers and ACS Operations for each region/gateway for handover of local agreements; responsible for direct/indirect territory revenue responsibility of $30 million + per year; and assists Sr. Sales Director and ACS Americas V.P. with product development and budgeting for assigned accounts.

Key Accountabilities:

• Maintains and increase existing revenue streams and relationships with current key accounts
• Ensures high post-sales satisfaction, facilitating positive long-term relationships for repeat business with customers
• Responsible for calling on non-buying account locations or obtaining new accounts. Manages overall customer relationships, including dealing with customers' highest buying levels and coordinating the activities of customer-focused teams
• Develops strategies to increase sales, penetration and profits in assigned accounts
• Develops and implements comprehensive sales plans that include new and existing sales strategies for assigned territory and accounts
• Facilitates information flow between key accounts and the company
• Develops new business with key or named accounts on national and regional basis
• Gathers detailed information about key accounts, identifies decision-makers, understands strategic business challenges and priorities and leads team in analyzing information and prioritizing opportunities critical to accounts
• Identifies business opportunities, assesses customer needs, and matches these with DHL's ACS (Air Capacity Sales) services to acquire new accounts
• Use WACD data and DHL ACS tools to identify sales opportunities in assigned territory
• Partners and directs regional International GSA to coordinate customer requests and services that are being promoted
• Coordinates sales efforts with booking center and provides flow of data on account competitors and suppliers to product management
• Interprets network schedules, maintains updates for customer communication, has comprehensive knowledge of aircraft type, ULD types, and payload restrictions
• Will be required attend RFQ sessions, contract solicitation meetings, tradeshows, customer events and required training as assigned
• Complete all DHL required training timely

Autonomy:

Exercises significant latitude in determining objectives and approaches to critical assignments. Works under consultative direction toward long-term goals and objectives. Work is often checked through consultation and agreement with others rather than by formal review by Manager.

Impact:

May direct large highly-complex company wide or interdepartmental projects having strategic business importance. Translates high-level direction into specific action plans to remedy issues. Erroneous decisions or recommendations would normally result in failure to achieve goals critical of DHL leadership.

Knowledge:

Possesses expert knowledge in contracts and solicitation processes. Preferred experience working with Global Key Accounts. Has achieved recognized standing in field through original contribution. Primary contribution is in applying knowledge (contracts, RFQ’s, product, industry, professional, technical). Majority of time spent doing individual contributor work. Provides input in development of operating plans/budgets.

People Management:

Engages others in creating multi-disciplinary innovations and solutions to unusually complex and strategic problems. Contributes to employees’ professional development. Needs to collaborate well with others for completion of projects, implementations, and maintaining of business. Communicate and work with diverse global team.

Problem Complexity

Contributes precedent-setting innovations/solutions. Manages innovations from development through implementation. Requires a high level of critical thinking of ingenuity in bringing successful resolution to unusually complex and strategic issues. Negotiates highly complex or risky technical or business issues on behalf of the company. Reaches agreement of strategic importance with others within the organization who have different points of view but a shared objective.

Qualifications - Internal

Skills & Qualifications:

• Recognized Professional subject matter expert Airline Cargo Sales field
• Serves as prime consultant on highly significant matters relating to policies, programs, capabilities, and long-range goals and objectives in field
• Ability to be trained timely with emerging technologies, (including WACD, CUT, and SOC) processes, and practices
• Develops new applications based on professional principles and theories
• Typically requires BS/BA in related discipline and 10-15 years of increasingly diverse or complex applications in field of expertise OR MS/MA and generally 7-10 years experience in related Airline Cargo Sales field
• Professional serving as a consultant to management or GSA on major matters pertaining to policies, plans, and objectives
• Position Location: DHL Express CVG Hub – Erlanger KY (Greater Cincinnati Area) – or – Chicago (Midwest Area)

Preferred Language: English

Work Authorization:

DHL Express USA will only employ those who are legally authorized to work in the United States. This is not a position for which visa sponsorship will be provided. Individuals who need sponsorship for work authorization, now or in the future, are not eligible for hire for this role.

DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. The EEO is the Law poster is available here: https://www.eeoc.gov/employers/eeo-law-poster