Head of Sales

Would you like to be part of the most international company in the world? A company operating in more than 220 countries worldwide and has been pioneering cross-border express shipping since 1969. Would you like to be part of a business that connects people across the globe and want to make a difference? Then waste no time and join our amazing team at DHL Group.

DHL Global Forwarding, Freight (DGFF) is the Group's air, ocean, and road freight specialist. We offer standardized transport as well as highly specialized end-to-end solutions to customers in a wide range of industries globally.

Who moves mountains even across oceans? You do.

DHL Global Forwarding has an opening for a Head of sales in Ardiya, Kuwait.

Join us in connecting people and improving lives!

• Lead the development and execution of the country sales strategy and annual sales plan in line with DHL Global Forwarding's regional and global commercial strategy, growth objectives and policies.
• Deliver agreed revenue, gross profit, volume, new-business and customer-retention targets, with a strong focus on profitable and sustainable growth.
• Identify market opportunities, priority sectors, customer segments and strategic prospects to strengthen DHL Global Forwarding's market position and drive above-market growth.
• Develop and maintain a strong sales pipeline, ensuring appropriate opportunity qualification, pipeline coverage, conversion and forecasting accuracy.
• Lead new-business acquisition while driving retention, development and cross-selling opportunities across existing customers.
• Personally engage in major strategic opportunities and lead significant customer negotiations in collaboration with Product, Pricing, Operations, Finance and other relevant functions.
• Ensure customer solutions are developed based on a clear understanding of customer requirements, market developments and DHL Global Forwarding's product and service capabilities.
• Drive appropriate pricing discipline and customer profitability in collaboration with Product, Pricing and Finance, ensuring compliance with approved pricing guidelines and commercial governance.
• Regularly review sales performance, revenue, gross profit, pipeline, customer retention and other agreed KPIs, and implement corrective actions where required.
• Develop customer strategies for key and strategic accounts and ensure effective senior-level customer engagement, business reviews and relationship management.
• Promote collaboration across Air Freight, Ocean Freight, Customs, Industrial Projects and other products and solutions to maximize cross-selling and end-to-end customer opportunities.
• Ensure effective use of DHL sales processes, CRM tools, pipeline management and sales effectiveness standards, maintaining high levels of data quality and commercial discipline.
• Monitor competitor activity, market trends and emerging customer requirements and translate relevant insights into sales actions and business-development opportunities.
• Lead, motivate and develop the sales organization, setting clear objectives and ensuring individual and team performance against agreed targets.
• Coach the sales team in customer engagement, solution selling, negotiation, opportunity management and strategic account development, supported by Product and functional experts where appropriate.
• Build sales capabilities through regular coaching, performance reviews, development plans and succession planning, creating a strong and sustainable sales organization.
• Recruit and retain high-performing sales talent in cooperation with Human Resources and in accordance with DHL policies and processes.
• Ensure all commercial activities, proposals, pricing commitments and customer agreements comply with DHL policies, applicable legal and compliance requirements and the relevant Delegation of Authority. Contracts or deviations from standard commercial terms must follow the applicable approval process.
• Work closely with the Country Management Team and regional sales organization to align sales priorities, share market intelligence and support the overall country business strategy.

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