Field Sales Executive


LOCATION: Lilongwe

REPORT TO: Commercial Manager




The role of the FSE is to maintain an existing base of clients and to bring in as much new business from the allocated territory. The maintenance is to be done on a call cycle, which is anything between 4-6 weeks and the actual cycle will be decided upon between the FSE and the Manager and will be listed as a KPI. The FSE is also responsible for sourcing, planning and achieving as much new business for DHL.

Main Accountabilities


2.1. Quality To integrate quality into the business by ensuring that every customer contact is a demonstration of absolute dedication towards providing first time ideal solutions for the satisfaction of customer’s immediate and future needs. To implement ISO standards and procedures at all times.

2.2. Client Maintenance To ensure that the clients are seen on a regular basis within the call cycle. These calls are to cover general issues as well as updates on DHL services. New business potential is also to be investigated at all existing clients.

2.3. Power Base Identification All new business accounts opened and all existing accounts must have a full power base identification.

2.4. New Business It is the responsibility of the FSE to source, plan and obtain new business in the territory.

2.5. Analysis The FSE has to analyse weekly and monthly figures and demonstrate a clear and solid understanding of the figures coming out of the territory at all times. These figures are to be kept on record in the service centre at all times.

2.6. Communication The responsibility of verbal and written communication is an essential role for the FSE. Verbal communication of a high standard must be conducted at all times to customers. Written communication in the form of proposals and letters has to be of high standard. The FSE also has to have the ability to conduct a formal presentation to customers as well as management and staff of DHL.

2.7. Customer Care The FSE has to demonstrate total commitment to Customer Care in everything that they do in within their jobs.

2.8. Key Performance Indicator's To ensure that KPI's are met on a daily basis and are used as a measurement tool to access personal performance.

2.9. Occasional Assignments To assist the Service Centre Manager and Operations Manager when applicable with functions outside of the job description to ensure that the Service Centre runs effectively and efficiently according to Network Standards.


Candidate Profile

Education and Experience

  • 3 years previous experience in field sales
  • Drive to achieve
  • Ability to communicate & interact effectively at all levels
  • Computer literacy Excel, Word & Power Point
  • Excellent communication skills (written & oral)
  • Proven negotiation skills
  • Good business writing skills
  • Valid driver’s license without endorsement


Specific Skills and Knowledge


Competency Segment ‘Business’

  • Analysis: Breaks down a problem, situation or process into its component parts, separates the main issues form side-issues, understands the nature of parts and their relationship to one another. Seeks out and critically evaluates both numerical and narrative information. Draws accurate conclusions.
  • Planning & Organizing: Sets clear and realistic goals and objectives. Establishes 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 efficiently and uses efficient work methods and tools.
  • Decision Making: Makes timely and appropriate choices based on accurate analysis and experience. Uses sound judgment even in conditions of uncertainty. Anticipates impact of decisions and plans how to manage risk. Knowledgeable about DHL services, complies with the intent of DHL Policies, procedures and agreements.
  • 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. Builds customer confidence that needs will be promptly met by clearly and confidently stating next steps based on clarified and confirmed exact nature of interaction by aiming to exceed customers’ expectations. Competency segment ‘Leadership’
  • Teamwork: Works cooperatively with others to achieve targets and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions. Suggests improvement ideas based on his/her learning. Competency segment ‘Personal’
  • Accountability: Acts responsibly and can be counted on to keep commitments. Complies with the intent of policies, procedures andagreement. Builds others’ trust in own professionalism, integrity, expertise and ability to get results. Is informed on current customer satisfaction with pick-up and delivery/customer service/billing and takes action to improve performance to provide an even better customer experience. Acts in a responsive manner towards customer requests.
  • 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. Conveys a courteous, honest, helpful, caring and professional demeanor with customers. Self-Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive. “Can do” attitude: Whenever possible takes customer requests to resolution or ensures is passed on properly to contact that can.


How to apply: 

Application Format: Application and Letter CV

Applicant should send applications to :


Closing date for receiving application day: 14th September 2018




Comment on advertised Job

Sanya D.

5th of September, 2018 4:23:31 pm

Location: Lilongwe

Employment Type: Full-time

Salary: N/A

Job deadline: 14th September, 2018

Company: DHL International

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