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We are looking for a Sales Executive based in Hong Kong.
The purpose of the ACS Sales Executive role is:
a) Maximise the excess capacity on the DHL air network by selling this capacity to internal and external customers, and being responsible for customer satisfaction.
b) Work with internal support teams to maximise sales and revenue growth.
c) To gather detailed information about accounts, identify decision-makers, and understands strategic business challenges and priorities.
d) Have shared responsibility for a revenue area.

• To maintain and increase existing revenues streams and relationships with current customer accounts
• To be responsible for multiple customer accounts, targetting +50% face to face joint customers visits
• Provide timely quotations for spot rate requests in line with our suggested selling rates
• Be responsible for receiving information from the customers regarding live shipments and regular volume opportunites requiring contract rates
• Negotiate on spot rates and contract rates in conjunction with the Rev Mgt in order to win the business at the right price for the customer and for DHL
• To follow up and chase down any sales leads, develop new business, gather detailed information and identify the decision makers
• To manage the day to day customer relationships by identifying business opportunities, assessing customer needs and matching these with the DHL ACS services to increase revenue and volumes
• Implement sales plans and processes
• Use DHL ACS market data tools to identify sales opportunities with assigned accounts
• Keep the customer database up to date with sales calls and visit details of potential opportunities and pipeline
• Interpret the DHL network schedules, maintain updates for customer communication, and have comprehensive knowledge of aircraft types, ULD types and network, aircraft, origin and destination restrictions
• Manage the complexities of flexible, rather than guaranteed capacity
• Where applicable manage the customer's allocation performance ensuring they are maximised each day and early release when not used, and taking cancellation action when performance has declined
• Exchange information with internal departments regarding high profile shipments and with the customers regarding space availability and rates. Be the main facilitator of information between the customer and the business
• Influence the customer's opinion of DHL and our services using empathy and reassurance based on their DHL network knowledge and being up to date on any daily issues/contingencies
• Ensure high post-sales satisfaction facilitating positive long-term relationships and high potential for repeat business with customers
• Negotiate with customers after service failures when they are seeking compenation via a rate redcution
• Keep up to date on market intelligence and competitor behaviours
• Keep up to date on all mandatory compliance training

Do you have what it takes?

• DHL Central Asia Hub, 6 South Perimeter Road, Lantau Island, Hong Kong