Job Summary

In this multifaceted role, you will be spearheading the advancement of sales capabilities and fostering team development within DHL Express Caribbean. Your primary focus will be on driving revenue growth by identifying sales management and coaching skill gaps, implementing strategic training programs, and providing advisory support to Channel Sales Managers and Area Sales Managers. As a seasoned leader, you will motivate and coach sales managers at all levels, creating a high-motivation environment that aligns with global and regional sales initiatives.

Key Tasks

Sales Process Enhancement:

· identify, define, and implement efficient sales processes, policies, and procedures to streamline operations and maximize sales team effectiveness. Coordinate sales support activities to ensure seamless execution.

• Ensure compliance with the Global Sales Process (GSP) within Sales Development.

• Ensure adherence to all relevant legislation and company policies, such as CMF and OTC, and align Sales processes within GO, COMET, and CMF.

• Support Internal Audits Reviews and coordinate key instances within the GSP context.

• Audit, document, and continuously improve sales processes to enhance efficiency and effectiveness.

• Provide structured business analysis to optimize business processes, with a focus on key processes like Account Opening and Leads Management.

Sales Support:

· Provide procedural, clerical, and administrative support to the sales force, assisting in their day-to-day activities.

Sales Training:

· Contribute to the ongoing training of the sales force by creating learning content and delivering training sessions to enhance sales skills and knowledge.

Sales Tool Implementation, Development, and Monitoring:

· Develop, implement, monitor, and report on tools and processes that support the sales force in achieving their targets.

• Lead local rollouts and implementations of Sales tools and processes projects, including OMS, COMET new versions, COMET APP, GCPT, Guided Onboarding, and other relevant tools.

• Ensure the successful implementation of all Sales tools projects and rollouts outlined in the Regional Yearly roadmap.

• Manage tool usage and user behavior, overseeing compliance with Data Quality Guidelines.

Sales Performance Analysis:

· Monitor and identify current and potential issues affecting sales performance. Compile and analyze sales data to provide insights for improvement.

Sales Forecasting:

· Prepare sales forecasts and assist in the development of sales quotas, ensuring realistic and achievable targets.

Sales Incentives and Campaigns:

· Formulate and document sales incentives and campaigns to motivate the sales force and drive performance improvement.

Data Management and Reporting:

· Perform data queries and generate sales reports as directed by the sales force or sales management, offering valuable insights for decision-making.

Data Automation:

· Automate reporting tasks using SQL server and VBA through SSMS, Microsoft Access, and Microsoft Excel, ensuring efficient data management.

Reporting and KPIs:

• Support Sales tools usage follow-up and monitor KPIs for other tools.

Market Research:

· Review, compile, and simplify internal and external market and industry research, providing information to the sales force for performance improvement.

· Maintain a database of competitive pricing and other relevant information, assisting in the development of competitive strategies.

Project Coordination:

· Facilitate communications and coordinate projects that may involve cross-departmental and/or cross-functional team members to ensure successful execution.

Customer Support:

· Respond to inquiries from the sales force and customers, addressing their queries and concerns promptly and effectively.

Functional Training:

· Provide functional training to other Sales Support roles, sharing knowledge and expertise to enhance team capabilities.

Communication Materials:

· Create emails, letters, and communication materials to be used by the Sales Force in support of customer acquisition and retention efforts.

Skills and Qualifications

• University degree or equivalent qualification and a minimum of 5 years of relevant experience.

• Proven experience working with COMET or another CRM tool.

• At least 5 years of experience in a commercial and/or sales department role in one or more DHL Country organizations.

• In-depth knowledge of DHL Global Sales Processes, with cross-functional process knowledge (pricing, finance, etc.) considered a strong asset.

• Thorough understanding of relevant DHL Sales Tools, including COMET, COMET App, OMS, GO!, GCPT, iPresent, ISL, etc.

• Strong interpersonal communication skills.

• Strong knowledge in Air Express, Road, and/or Freight business.

• Strong business/commercial acumen.

• Strong analytical and judgmental skills.

• Advanced knowledge of SQL

• Advanced knowledge of MS Office suite (Excel, Access, PowerPoint, Word, PowerBI, Projects & Visio).