Aviation Inside Sales Representative

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We are currently hiring an ACS Sales Executive in Miami. The primary duty is to grow ACS revenue by selling ACS services to new and existing customers. Primary customer target will be small and medium sized agents most effectively serviced via telesales. 90% of time will be assigned to soliciting accounts via phone/zoom, with occasional face to face meetings. Responsible for responding to pricing and RFQ requests from assigned customers. Works with internal support team to maximize sales and revenue growth through implementation of new pricing and services. Works as prime consultant to customers on matters relating to network solutions, specialized pricing, and customized solutions.

Key Responsibilities:

• Maintains and increases revenue streams with new and existing accounts.
• Ensures high post-sales satisfaction facilitating positive long-term relationships and high potential for repeat business with customers.
• Responsible for calling on non-buying accounts or obtaining new accounts.
• Manages overall customer relationship including sales development against plan, price offerings, value added selling, and onboarding new business with the operations, finance, and capacity management groups.
• Develops strategies to increase sales via new account sign up and existing account penetration.
• 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.
• Use WACD data and DHL ACS tools to identify sales opportunities in assigned territory.
• Working knowledge of network schedules, aircraft capacities, and ULD types.

Autonomy:

Exercises latitude in determining objectives and approaches to critical assignments. Works under consultative direction toward long-term goals and objectives. Work is often checked through consultation and agreement with others rather than by formal review by Manager.

Impact:

Ensures revenue grows according to plan in support of Express network plans. Failure to execute puts the network capacity at risk, potentially jeopardizing future operations and DHLE service / transit performance.

Knowledge:

Possess in-depth knowledge of DHL and competitors networks and services in order to effectively sell DHL products. Uses ACS internal and external data sources to analyze pricing and share effectiveness, and develops appropriate sales tactics to leverage DHL strengths.

Problem Complexity:

The ability to independently manage negotiations independently, while incorporating pricing and price negotiation, customs requirements, aircraft loading and capacity optimization, competitive offerings, and transit / network capabilities

Skill & Qualifications:

• 3-5 years experience in cargo sales or operations.
• Negotiation skills / experience with the competency to overcome customer objections.
• Strong time management and task prioritization skills.
• Ability / experience to persuade unreceptive or irate customers.
• Comfort using data and reports in a continuous improvement approach, to improve sales effectiveness and ultimately drive revenue share premiums.
• Professional written and oral presentation skills.
• Bi-lingual skills (Spanish / English) strongly preferred.
• College degree a plus.

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. The EEO is the Law poster is available here:https://www.eeoc.gov/employers/eeo-law-poster