Sales Lead Qualifier

Job Purpose:

The job holder will be responsible for pro-active sourcing of “suspects” and qualification of all suspects (Sales Leads) from all Channels (Sales Channels, Lead Programmes, and other relevant sources), allocation of leads to appropriate Sales Channel and subsequent administration, monitoring and reporting.

• PRINCIPAL ACCOUNTABILITIES
• Act as an ambassador for DHL always and attend to customer needs in a professional, friendly, and courteous manner.
• Ensure that a high level of professional rapport is developed and maintained with all customers.
• Follow up on all customer enquiries and direct customer to the correct DHL department where further information is required.
• Qualification of all “suspects” provided from different sources i.e., Sales Leads, Customer Service enquiries, Counter customers.
• Pro-actively follow up with recipient Account Manager in relevant Business Channel status of “prospects” and monitor success of conversion into trading business.
• Identify “suspects” through planned pro-active lead sourcing and market intelligence and research activities i.e., Newspapers, Internet, databases, telephone “cold calling”.
• Utilize relevant system/s for logging and monitoring required data and input relevant data into COMET for Pipeline visibility.
• Utilizing correct GSP guidelines and agreed revenue criteria allocate “prospects” to correct Sales Channel (Direct, Relationship or Strategic Customer Channel)
• Where requested or appropriate send out literature and/or appropriate supplies to “prospects” (Note: ensuring that Account Manager who receives “prospect” is made aware of details provided)
• Appropriate level of involvement in the management and administration of the Country Sales Lead Incentive Programme i.e., logging of leads, pro-active updating of status of leads back to originators
• SKILLS / QUALIFICATIONS
• Problem Solving  

Only limited low level problem solving.

• Customer Orientation  

Is focused on identifying and meeting customer needs. Acts to establish a long-term business partnership with internal and external customers.

• Planning and Organizing  

Manage the day’s tasks and duties effectively whilst ensuring that relevant KPI targets are met.

• Decision Making  

The Lead Qualifier will make decisions within the scope of the position i.e., appropriate allocation of prospect to Business Channels.

• Results Orientation  

Continually seeks to accomplish critical tasks with measurable results. Overcomes obstacles and adjusts to achieve results. Focuses self and others to achieve targets aligned with business goals.

• 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.

• Accountability  

Acts responsibly. Can be counted on to keep commitments. Complies with DHL expectations, policies, and procedures. Builds others' trust in own professionalism, integrity, expertise, and ability to achieve results.

• Communication Skills  

Provides both verbal and written information in a timely, clear, and concise manner. Expresses ideas effectively, adjusting style to the needs of others. Listens attentively and 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. Stays positive.

• Attention to Detail  

Is thorough and complete in performing all aspects of the job. Stays focussed on the details of the job, no matter how small. Checks and monitors work to ensure accuracy.

Key Reasons:

• To Increase Lead Volume
• To Improved Conversion Rates
• To Faster Response Times
• To enforce Sales Team Efficiency
• To give Data-Driven Insights
• To Support for Growth Targets  

Experience

• Excellent verbal communication skills and interpersonal style
• Excellent organisational skills, including ability to prioritise workload.
• Ability to effectively contribute as a team member.
• Proven ability to work under pressure in a fast paced, time sensitive environment.
• Demonstrated ability to use initiative/judgement to solve job related issues.
• Good understanding of DHL Network
• Strong problem-solving capability.
• Desire to get the job done.
• Passion to provide excellent Customer Service
• Right first-time philosophy
• 3 years experience in a customer facing role.
• Sound educational background.
• Fluency in English and/or Arabic
• Excellent knowledge of both Microsoft Word and in particular Excel .
• Good telephone manner & Passion for Customer Service
• Communication & Negotiation Skills
• Adaptability & Change
• Information Seeking