Account Executive, ACS Sales

Account Executive, ACS Sales

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We currently have an opportunity for an Account Executive, ACS Sales, this position will be domiciled in the West Coast territory. The Account Executive, ACS Sales is part of the US ACS (Air Capacity Sales) cargo division of DHL Aviation, which is an organization that sells excess air network capacity to Freight Forwarders. The U.S. ACS division is a high growth revenue unit with revenues of $150 million plus in annual sales. ACS is a key contributor of DHL Express growth and network expansion. This position maintains close working relationships with and generates new business from existing key customers and new customers. They are responsible for customer satisfaction and works with internal support team to maximize sales and revenue growth. The position also gathers detailed information about accounts, identifies decision-makers, and understands strategic business challenges and priorities. All existing and target accounts are Freight Forwarders, Airlines, or IAC (Indirect Air Carriers).

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: May lead others in developing innovative solutions to important, highly complex strategic and operating problems; cross-department considerations are often present. May contribute to employees' professional 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.

Key Responsibilities:

• Maintains and increases existing revenue streams and relationships with current key 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 relationships, including dealing with customers' highest buying levels and coordinating the activities of customer-focused teams.
• Develops strategies to increase sales, penetration and profits in assigned accounts.
• Develops and implements comprehensive sales plans that include new and existing sales strategies for assigned territory and accounts.
• Facilitates information flow between key accounts and the company.
• 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.
• Use WACD data and DHL ACS tools to identify sales opportunities in assigned territory.
• Partners and directs regional Domestic and International GSA to coordinate customer requests and services that are being promoted.
• 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.

Skills & Qualifications:

• Concerned with problems that have a direct and important effect on business programs and results.
• Serves as consultant to management or GSA on major matters pertaining to policies, plans, and objectives.
• State-of-the-art knowledge of technologies, processes, and practices.
• 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 field.
• Professional certification required in some areas.

ADA Language: Routine travel required, (40-50%) for customer sales meetings, trade shows, departmental meetings, and training. Depending on functional area of assignment, tasks involve the ability to exert light physical effort in sedentary to light work, which may involve some lifting, carrying, pushing and/or pulling of objects and materials of light weight (up to 35 pounds). Requires manual dexterity and visual and hearing acuity. Tasks may involve extended periods of time at a keyboard or work station. Tasks are regularly performed inside without potential for exposure to adverse conditions.

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.