Global Key Accounts ACS Sales Director

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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 airline 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.

• 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, trade shows, customer events and required training as assigned
• Complete all DHL required training timely

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.

May direct large highly-complex company…