Field Sales Professional

Field Sales Professional

Location: Quito

Purpose: To meet the annual sales budget by acquiring new clients, increasing share of wallet, and improving retention of existing clients, ensuring rapid and sustained business growth.

This involves taking responsibility for identifying and capitalizing on sales opportunities, building trust relationships with clients, and offering solutions tailored to their needs. Additionally, it seeks to collaborate proactively with different DHL areas to optimize the customer experience and ensure exceptional service that fosters loyalty and continuous growth.

Functions:

• Gain, retain, and develop client relationships: Establish strong and lasting relationships with medium-sized accounts, business customers (BC), and strategic clients, understanding their needs and offering solutions that exceed their expectations.
• Plan and manage the client portfolio: Manage the client portfolio with a focus on satisfaction and growth, performing constant follow-up and strategic adjustments to ensure adequate attention to each client.
• Collect client and market insights: Proactively gather valuable information about clients and the market to update products and conditions, aligning with changing needs.
• Seek and prospect new business: Identify new opportunities in the BC client channel, aiming to achieve at least a 10% annual growth in volumes and diversify the client base, ensuring that at least 60% come from BC clients.
• Build trust relationships: Foster trust relationships with clients, staying informed about their businesses and the market environment to be a valuable partner.
• Evaluate client needs: Conduct a thorough evaluation of client needs to manage personalized solutions that align with their objectives and challenges.
• Support client retention: Contribute to client retention through regular visits and fulfillment of acquired commitments, collaborating with internal Product and RDM areas.
• Collaborate through internal networks: Use the network within DHL's different sales channels to collaborate effectively and offer added value to clients.
• Prepare documentation for implementation: Collect relevant client information for RFI/RFP/RFQ and prepare the necessary documentation to ensure smooth implementation, ensuring that operations are executed according to service standards (SLA and SOP).
• Upload information to area systems: Ensure that information is uploaded to the systems accurately and promptly, fundamental for effective management and maintaining transparency in operations.

Requirements of the role:

• Minimum 3 to 5 years of sales experience, preferably in the logistics, transport, or services sector.
• University degree in Business Administration, Marketing, International Trade, or related fields.
• Additional training in sales, negotiation, or client relationship management is a plus.
• Intermediate English at least, both oral and written.
• Handling of MS Office tools, with Outlook at user level and Excel at intermediate level.

Skills and competencies:

• Results focus: Commitment to achieving results and meeting the annual sales budget, driving sustained growth in volumes.
• Growth capacity: Ability to identify growth opportunities and expand the client portfolio, maximizing sales potential.
• Influence and persuasion: Capacity to influence client and stakeholder decisions, using interpersonal skills to build effective relationships and generate trust.
• Problem solving: Ability to address and solve problems creatively and effectively, ensuring