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Head of International Sales
Job Brief
The Head of International Sales will be responsible for the sourcing and opportunity validation of perspective customers for DHL eCommerce’ international solutions, products and services.
At DHL, our people are our greatest asset! Everyone’s contribution drives us to be the world's #1 logistics company.
Certified as a Great Place to Work and as a Top Employer, we're dedicated to fostering a positive, collaborative, and supportive environment for all. Our commitment and engagement with Our People ensure we continuously build a workplace we're all proud of. Plus, with competitive compensation and exceptional perks, we make sure your personal life shines just as brightly as your career.
SUMMARY:
The Head of International Sales will be responsible for the sourcing and opportunity validation of perspective customers for DHL eCommerce’ international solutions, products and services. The position will report to the VP Sales and is primarily a hunter role focused on new customer acquisition. In this role, the candidate must have a strong ability to identify key prospects for DHL international solutions through a combination of prospecting and leverage networking opportunities. The desired candidate will also demonstrate a strong knowledge of Software as a Service (SaaS) and Application Programing Interfaces (API’s) and how they connect DHL eCommerce international solutions to our clients.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
- Promote cross-border sales across the broader sales community, and work closely with RVPs to incentivize cross-border sales
- Observe and analyze market trends and changing customer needs, and cooperate with Product & Strategy team to assure our products and services are aligned with markets needs
- Collaborate with Commercial team to determine effective pricing strategies
- Serve as a thought leader and industry expert on the International Sales team
- Target Internet Retailer Top 100 accounts, pure play ecommerce and marketplaces.
- Have a strong understanding of leading merchant platforms.
- Leverage new sales channels such as influence marketers, solutions integrators and system developers.
- Regularly share best practices, useful strategies, and industry/product knowledge with the team.
- Become a highly visible face of DHL eCommerce Solutions in the community by attending networking and speaking events
- Identify prospects for DHL International eCommerce Solutions through a combination of prospecting, current customer upselling/penetration, and shared leads from core sales team
- Serve as subject matter expert in international sales enablement, keeping internal and external stakeholders up-to-date and engaged with the latest product updates
- Maintain an active and accurate pipeline while ensuring consistent pipeline velocity
- Identify and align customer needs with DHL eCommerce service offering and capabilities.
- Articulate the unique value of DHL International eCommerce Solutions in a clear, concise, and engaging manner while providing expert insight on the future of e-commerce.
- Understand internal resources and effectively engage with cross-functional team members in a manner that positively represents the DHL brand.
- Effectively sell to a wide variety of clients, ranging from Fortune 100 brands to local Small Medium businesses
- Execute sales goals and priorities.
- Maintain records of Salesforce.com reporting requirements while achieving and exceeding target performance standards
- Serve as advocate and voice of customer ensuring client needs and feedback are socialized internally at DHL.
- Coaches, trains and conducts performance reviews of International Sales Managers and Senior Sales Manager.
EDUCATION AND/OR EXPERIENCE:
- Bachelor’s degree in business, Sales, or related discipline.
- 8 to 10 years of outside sales experience.
- Experience in SaaS and Sales technology preferred
- Previous experience in a logistics environment, specifically parcel delivery, a plus.
- Sales leadership experience a plus.
- Strong Microsoft Office skills required.
- Previous experience using an CRM (Customer Relationship Management) system (Sales Force.com preferred).
REQUIREMENTS/SKILLS:
- Travel is required for sales calls, presentations and customer visits.
- Excellent written and verbal communication skills.
- Excellent organization and planning skills.
- Strong analytical skills and presentation abilities.
- Quick to learn new skills and enjoys a challenge.
- Self-driven and highly motivated with a positive attitude.
- Must be able to work independently or within a team in a fast-paced environment.
- Solution based selling skills.
- Ability to work independently and remotely in a fast-paced environment.
PHYSICAL DEMANDS:
- Physical demands are consistent with a professional office setting
- Regular sitting at workstation for 25 – 75% of the work shift
- Frequent standing and walking
- Travel required (up to 50%)
Annual base salary of: $100,000-$150,000 plus Commission of: $100,000-$150,000. This range is provided as a reasonable estimate of the compensation for this role. Factors that may be used to determine your actual salary may include but are not limited to your specific skills, your work location, how many years of experience you have, and comparison to other employees already in this role.
Equal Opportunity Employer – Veterans/Disability
