Sales Manager, Western Canada

Job Title: Sales Manager, Western Canada

Reports to: Head of Sales and Marketing

Location: Vancouver, BC or Calgary, AB

DHL Global Forwarding (DGF) is a leader in managing the flow of goods and information across global supply chains, utilizing air, ocean, and ground transportation, customs brokerage services, and dedicated warehousing and distribution centers. As part of Deutsche Post DHL, the world’s leading logistics provider with operations in over 220 countries, we are committed to excellence and growth.

Join our team as a Sales Manager, Western Canada at DHL Group! In this pivotal role, you will lead a team of Business Development Specialists, driving sales strategies, and achieving revenue targets. This role is pivotal in positioning DGF as a leader in the logistics and forwarding industry by developing strong customer relationships and delivering exceptional service. The focus of this role is to grow freight of all kinds by winning, retaining, developing, planning, and managing business within the assigned region. The Sales Manager must demonstrate leadership to inspire and drive a team that generates leads, builds client relationships, develops customer solutions, and regularly measures performance to ensure targets are met or exceeded, ultimately ensuring customer needs are fulfilled. You’ll be supported by a global team of professionals with diverse experience, but also have the freedom to work independently.

Key Responsibilities:

1. Leadership and Team Management:

• Lead, mentor, and develop a team of field sales specialists to achieve individual and team sales goals.
• Foster a high-performance culture focused on customer satisfaction and continuous improvement.
• Conduct regular performance reviews, provide feedback, and implement development plans for team members.

2. Sales Strategy and Planning:

• Develop and execute comprehensive sales strategies to increase market share and achieve revenue targets.
• Analyze market trends, customer needs, and competitive landscape to identify growth opportunities.
• Collaborate with senior management to set sales targets and develop action plans to meet these goals.

3. Customer Relationship Management:

• Build and maintain strong relationships with key customers and stakeholders.
• Ensure high levels of customer satisfaction and retention through effective account management.
• Address customer issues and resolve problems promptly to maintain positive relationships.
• Account Ownership for 2-3 key accounts in your customer segmentation.

4. Business Development:

• Identify and pursue new business opportunities to expand DHL’s market presence in Ontario.
• Develop and present proposals and negotiate contracts with potential clients.
• Participate in industry events, trade shows, and networking opportunities to promote DHL’s services.

5. Sales Operations:

• Monitor and report on sales performance metrics, providing regular updates to senior management.
• Ensure compliance with company policies, procedures, and ethical standards in all sales activities.
• Utilize CRM tools and other sales technologies to manage customer information and track sales activities.

6. Collaboration and Communication:

• Work closely with other departments, including Marketing, Operations, and Customer Service, to ensure a cohesive approach to customer engagement.
• Communicate effectively with team members, senior management, and other stakeholders to align sales efforts with overall business objectives.

7. Market and Customer Insight:

• Gather up-to-date customer and market information to keep the product and trade lane informed of current conditions.
• Use market insights to adjust strategies and ensure competitive positioning.

8. Performance Management:

• Motivate the team to generate leads, build client relationships, develop customer solutions, and measure performance regularly.
• Ensure the team hits or exceeds forecasts and that customer needs are consistently met.

Skills / Requirements:

• Minimum of 8-10 years of experience in sales, with at least 2 years in a leadership role within the logistics or forwarding industry
• Good understanding of market challenges and opportunities in the forwarding industry (strong product knowledge: air, ocean, customs, warehousing, distribution)
• Results and Respect focused
• Able to establish sales plans and processes with a process improvement background
• Strong leadership and team management skills, with the ability to inspire and motivate a sales team.
• Excellent communication, negotiation, and interpersonal skills.
• Strategic thinker with strong analytical and problem-solving abilities.
• Ability to identify customer needs by gathering information and building long-term relationships
• Flexible and open to change and adapt to a changing environment
• Ability to provide and receive constructive feedback
• Active listening skills
• Ability to challenge and inspire growth
• Proficiency in CRM software and sales analytics tools.

Pay Transparency:

Salary Range: CAD $110,000-$130,000 base salary + Bonus + full benefits.

Equal Opportunity Employer:

DHL Global Forwarding is committed to equal employment opportunities, evaluating all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or other legally protected characteristics.

Use of Artificial Intelligence:

Artificial intelligence (AI) is not used in the screening, evaluation, or selection of candidates for this position.

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