ACS Regional Sales Director

ACS Regional Sales Director – United States

DHL Express, part of the Air Capacity Sales (ACS) group.

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.

Autonomy
Operates with considerable latitude. May develop solutions to non‑routine issues, without appreciable guidance from others. Reaches decisions under conditions of uncertainty. Adaptable to change in network capacity.

Impact
May direct major projects or programs with significant business impact within department, area, and business unit. Errors in judgment or failure to achieve objectives would result in significant program delays and sizeable expenditure of resources to rectify.

Knowledge
Possesses extensive knowledge in specialty area. Routinely called upon to apply comprehensive knowledge of existing and emerging technologies, practices, and processes. Primary contribution is in applying knowledge (product, industry, professional, technical) doing individual contributor work. Provides input in development of operating plans/budgets.

People Management
Will lead others in developing innovative solutions to important, highly complex strategic and operating problems; cross‑department considerations are often present. Will contribute to employees' professional development. Will assign training to direct reports and monitor training status. Will complete annual reviews of assigned direct reports and provide regular feedback for development.

Problem Complexity
Performs leading‑edge professional level work. Requires creative and innovative thinking in bringing successful resolution to high‑impact, complex, and/or cross‑department problems.

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.

DHL is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.

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