As the Head of Sales at DHL in Nairobi, Kenya, you will define and execute the national sales strategy to deliver on business objectives, financial targets, and Group guidelines. You will lead strategic initiatives, drive market acquisition and retention, oversee key customer relationships, and direct high-performing sales teams.
Key Responsibilities
Define the sales strategy for the country 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 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 country and optimize profits.
Support customer strategies, contract negotiations, and supply chain management strategy to ensure customer retention, business growth, and profitability.
Approve pricing, product mix, and brand portfolio policies for the function in the country.
Identify improvement areas based on pipeline reporting in collaboration with sales effectiveness.
Analyze key technologies and industry developments to identify change needs for the sales function in the country.
Establish appropriate processes and infrastructure to support growth, sales performance, and optimize resource utilization.
Support key customers and drive collaboration and cross-selling activities across the country.
Steer systems for monitoring competitive activity and dissemination of information and best practices to relevant parties.
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 influences the way the function operates and generates revenue in the country.
Reach agreement with external parties to accept complete proposals and programs where there is limited interest in cooperating.
Negotiate and authorize critical agreements/contracts, modifying terms and conditions significantly where required.
Lead, direct, coach, and develop performance of the country sales team.
Stakeholder Management & Leadership
Negotiate critical agreements/contracts with other departments and 3rd parties.
Develop strong, trusting relationships with senior business leaders across DHL and partner organizations.
Influence others across DHL and externally as an internally and externally recognized thought leader representing the Group.
Champion cooperation and partnership to provide integrated solutions to problems.
Lead multiple teams of executives, directors/senior managers, and managers.
Ensure appropriate talent selection, organization, and leadership for major areas of the organization.
