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

Consultancy and Advisory Support:

1. Provide effective consultancy and advisory support to Channel Sales Managers and Area Sales Managers.

2. Assess current sales management/coaching skills gaps and identify training/development needs.

Motivation and Coaching:

1. Motivate and coach local sales managers (senior, middle, front line) to implement and sustain global/regional programs.

2. Create an environment that fosters high motivation and team spirit.

Sales Management Coaching Sessions:

1. Conduct 1:1 sales management coaching sessions, including monitoring sales processes, coaching skills, tools, and applications.

2. Increase Sales Management skills through remote coaching.

Functional Leadership and Support:

1. Provide professional functional leadership, expertise, and support to Country Sales Groups.

2. Achieve revenue growth targets through planning, process management, and people development.

GSIP and Global Sales Process:

1. Improve GSIP Coaching Tool usage and understanding to stimulate implementation and revenue.

2. Ensure all countries follow the Global Sales Process and use sales automation tools.

Collaboration and Development:

1. Collaborate with Global & Regional Sales Development Managers to develop and enhance core GSIP elements.

2. Provide feedback and input from frontline sales and management.

Integration of Sales Processes:

1. Integrate Global Sales Process (GSP), Global Sales Improvement Program (GSIP), Best in Class Sales Skills, and COMET usage into daily sales activity.

Reporting and Assessment:

1. Prepare post-implementation reporting and conduct skills assessments.

2. Ensure the development of sales managers delivers targeted growth and industry-leading

3. sales management practices.

Skills and Qualifications

• Ability to operate effectively in a consultant/advisory role and solve conflicts diplomatically.

• Ability to prioritize, manage, and complete projects with tight deadlines.

• Excellent communication and presentation skills.

• Strong interpersonal, motivational, analytical, and problem-solving skills.

• Computer literacy in MS Word, PowerPoint, Excel, and databases.

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

• Strong ability to impact and influence.

• Strong business/commercial acumen, drive for achievement, and ability to win trust, negotiate, and qualify & close business.

• Ability to travel (up to 70%).

• Typically requires BS/BA and 8-10 years’ experience in a related field, including at least 5 years of supervisory or management experience.

• Minimum 4 years proven experience in a sales role in DHL Express.

• Minimum 2 years as a Sales Manager (ASM/TSM/SDM) or comparative sales management experience.

• Hands-on knowledge of DHL’s Customer Relationship Mgmt. & Business Intelligence systems, applications & tools.

• In-depth knowledge of DHL Sales Processes (incl. GSP) and proficiency in sales tools and reports (i.e., COMET, Pricing, GSIP, GSP, etc.).

• Proven track record in facilitation, delivering messages related to performance coaching and/or training.

• Experience working with and delivering training/information to peers and senior leaders.