ACS Regional Sales Director

The ACS Regional Sales Director oversees DHL Aviation's air capacity sales within the United States, directing ACS Sales Managers and coordinating with the GSA Sales team to advance revenue growth among freight forwarders, airlines, and IACs. This on-site role is based in the United States at DHL hubs including the CVG Hub in Erlanger, KY, the ATL GW hub in Atlanta, GA, the ORD GW hub in Chicago, IL, or the JFK GW hub in New York City.

Responsibilities

• Maintain and expand revenue streams and strengthen relationships with key accounts.
• Focus on developing international sales strategies within the assigned region.
• Cover the Midwest and East Coast territories with direct reports, with occasional sales activity outside these regions as required.
• Ensure high post‑sales satisfaction to foster long‑term repeat business with customers.
• Drive regional growth targets by supporting the Regional Sales Team with joint calls on non‑buying accounts or by pursuing new accounts.
• Support overall customer relationships, engaging with senior buying levels and coordinating activities of customer‑focused teams.
• Collaborate with direct reports and the GSA to increase sales penetration and profitability among regional accounts.
• Develop and implement comprehensive sales plans that cover both new and existing strategies for the territory and accounts.
• Facilitate information flow within the regional sales team to optimize performance.
• Lead the GSA efforts to penetrate key accounts and aggressively expand relationships.
• Identify opportunities with key or named accounts on national and regional bases; gather account details, identify decision-makers, and prioritize opportunities critical to accounts.
• Identify business opportunities, assess customer needs, and align DHL ACS services to win new accounts.
• Utilize WACD data and DHL ACS tools to identify sales opportunities within the territory.
• Coordinate sales activities with the booking center and relay competitive and supplier data to product management.
• Interpret network schedules, maintain up‑to‑date customer communications, and possess knowledge of aircraft types, ULDs, and payload restrictions.
• Provide guidance, advisory support, or training to less experienced GSA, account management, or inside sales staff when required.
• Attend tradeshows, customer events, and mandatory training as assigned.

Requirements

• A bachelor’s degree in a related discipline with approximately 8 to 11 years of experience in a related field, or a master’s degree with about 5 to 7 years of experience in related Airline Cargo Sales Management.
• Ability to identify and resolve problems with direct and meaningful impact on business programs and results.
• Serves as a consultant to ACS staff or GSA on policies, plans, and objectives.
• Up‑to‑date knowledge of technologies, processes, and practices, combined with an innovative mindset.
• Proven ability to lead and motivate a team toward territory revenue growth and account retention.

Technologies

• WACD data
• DHL ACS tools

Autonomy

• Operates with considerable latitude in decision making.
• May develop solutions to non-routine issues with minimal guidance.
• Makes decisions under conditions of uncertainty and adapts to changes in network capacity.

Impact

• May direct major projects or programs with significant business impact within the department, area, and business unit.
• Errors in judgment or failure to meet objectives could cause substantial program delays and require considerable resources to address.

Knowledge

• Extensive expertise in the specialty area and familiarity with current and emerging technologies, practices, and processes.
• Primary contribution centers on applying knowledge in product, industry, professional, and technical domains as an individual contributor.
• Contributes to the development of operating plans and budgets.

People Management

• Leads others in developing innovative solutions to complex strategic and operating challenges, often requiring cross‑department collaboration.
• Supports the professional development of team members and assigns training, monitoring status.
• Performs annual reviews of direct reports and provides ongoing feedback for development.

Problem Complexity

• Engages in leading‑edge professional work requiring creative and innovative thinking to resolve high‑impact, complex, or cross‑department issues.