BASIC PURPOSE:The Sales Lead Qualifier is responsible for qualifying leads and re-profiling Multichannel customers by telephone as well as desk research to source leads on a daily basis. The SLQ is also responsible for running the Sales lead Incentive Scheme.Tasks are focused on identification of revenue potential with Suspects and existing Multichannel account customers and initiating rank-up of MCA customers with revenue potential above MC revenue threshold. As well as sourcing new leads from external resources such as is to manage, retain and develop a portfolio of approx. 10-15 nationwide high revenue key account customers in order to maintain and grow the DHL market leadership position. Manage day to day requirement of Key account customers and achieve individual sales targets.Principle Responsibilities:Direct Sales and Multi-Channel Manager· Undertake any projects/duties as assigned by the Direct Sales and Multi-Channel ManagerCustomers· Call leads as assigned through SLI· Calls Multichannel customers for re-profiling/rank up as prioritized by Multichannel Coordinator· Notifies sales executive of development lead when needed· Sourcing new leads from external resourcesCountry Sales Function (Field Sales Group, Telesales Group, Marketing, CS Groups)· Ensure co-operation with other members of the sales team and throughout the sales forceLead Qualification Process Deployment· Execute call plan provided by Multichannel Coordinator/Direct Sales and Multichannel Manager· Use communications skills to identify decision makers for Express shipping and gain access to them· Combine sales skills with DHL product/service knowledge and convert the maximum possible suspect leads into prospects/identify rank-up potential during re-qualification· Continually develop knowledge of DHL’s services and general commercial awareness in order to provide the best possible standard of customer service and maximise the department’s contribution to the sales function· Develop and maintain a system which combines lists of companies suspected and prospected in one location outside of COMET through Excel.· Incumbent has no direct reports and authority over country line and functional personnel. Nevertheless he/she must be able to demonstrate ability to influence decisions/actionsKey Skills/RequirementsSkills· Telephone skills· Excellent Communication skills (English and local language), spoken and written· Proven Sales track record· Mid-level knowledge of Microsoft ExcelCompetencyPlanning & Organizing:Sets clear and realistic goals and objectives. Establish a course of action and a sequence of steps to ensure that activities and objectives are efficiently achieved. Is structured with good personal organization. Schedules time effectively and use efficient work methods and tools.Results Orientation: Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and makes adjustments to achieve results. Focuses self and others to achieve targets aligned with business goals.Competency segment ‘Leadership’Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.Competency segment ‘Personal’Accountability: Acts responsibly. Can be counted on to keep commitments. Comply with the intent of policies, procedures and agreements. Building others' trust in own professionalism, integrity, expertise and ability to get results.Communication: Provides both verbal and written information in a timely, clear and concise manner. Expresses ideas effectively, adjusting style, tools and mode to the needs of others. Listens attentively, and summarizes or asks questions, when needed, to clarify information.Self-Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stay positive.Expected:· 2-3 years Customer Service Experience· Leaving Cert· ECDL
