ACS Regional Sales Director

Duties and Responsibilities

• Maintains and increases existing revenue streams and relationships with current key accounts.
• Heavy concentration on development of International sales strategies in the assigned region.
• Assigned region will include but not limited to Mid-west and East Coast territories aligned with direct reports in the region.
• Some sales activity outside assigned territories required as needed.
• Ensures high post-sales satisfaction in the region, facilitating positive long-term relationships for repeat business with customers.
• Responsible for target growth for the region by supporting Regional Sales Team with joint calling on non-buying accounts or obtaining new accounts.
• Supports overall customer relationships, including dealing with customers' highest buying levels and coordinating the activities of customer-focused teams.
• Develops strategies with direct reports and GSA, to increase sales penetration and profits with regional accounts.
• Develops and implements comprehensive sales plans that include new and existing sales strategies for assigned territory and accounts.
• Facilitates information flow between assigned regional sales team.
• Leads GSA (General Sales Agent) to penetrate Key account and aggressively expand relationships.
• 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.
• Uses WACD data and DHL ACS tools to identify sales opportunities in assigned territory.
• 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.
• May provide functional guidance, advice or training to less experienced GSA, account management positions or inside sales staff.
• Will be required attend tradeshows, customer events, and required training as assigned.

Job Requirements

• Typically requires BS/BA in related discipline and 8-11 years’ experience in related field or MS/MA and generally 5-7 years’ experience in related Airline Cargo Sales Management.
• Ability to identify and resolve problems that have a direct and important effect on business programs and results.
• Serves as consultant to ACS employees or GSA on major matters pertaining to policies, plans, and objectives.
• State-of-the-art knowledge of technologies, processes, and practices; with an innovative mindset.
• Ability to manage and motivate team to be results oriented with focus on territory revenue growth and account retainment.