Senior Sales Manager

In this onsite Senior Sales Manager role, DHL Express is looking for a sales leader based in Atlanta, GA to execute direct sales plans across a defined geographic area. The focus is on maximizing excess capacity within the DHL air network while driving revenue growth, customer retention and satisfaction, and stronger quotation conversions.

What you will do

• Own multiple customer accounts based on revenue size and area, targeting +50% face-to-face visits per account
• Maintain and grow existing revenue streams and relationships with key accounts, including DGF
• Strengthen collaboration with DGF by identifying win-win opportunities where appropriate
• Partner with the Revenue Mgt team to manage and review customer tariffs against market data
• Work closely with the Quotation team to deliver timely quotations for spot rate requests in line with suggested selling rates
• Collect customer information on live shipments and regular volume opportunities that require contract rates
• Negotiate spot and contract rates with Rev Mgt and Quotation teams to win business at the right price for both the customer and DHL
• Follow up on sales leads, develop new business, gather detailed information, and identify decision makers
• Manage day-to-day customer relationships by identifying opportunities, assessing needs, and matching them with DHL ACS services to increase revenue and volume
• Create sales strategies to improve penetration and profit in assigned accounts, including coverage in pre-prepared plans for each customer visit or call
• Use DHL ACS market data tools to identify sales opportunities within assigned accounts
• Keep the customer database current with call and visit details, potential opportunities, and pipeline
• Interpret DHL network schedules and maintain updates for customer communication, with strong knowledge of aircraft types, ULD types, and network restrictions by aircraft, origin, and destination
• Manage capacity complexity, including flexible (not guaranteed) capacity arrangements
• Where applicable, manage customer allocation performance, maximizing each day’s capacity and actioning early release and cancellations if performance declines
• Coordinate information flow between internal teams and customers for high-profile shipments, space availability, and rates, acting as the main facilitator
• Influence customer perception through empathy and reassurance supported by deep DHL network knowledge and awareness of daily issues or contingencies
• Support high post-sales satisfaction to build long-term relationships and repeat business potential
• Negotiate customer compensation discussions after service failures when customers request rate reductions
• Attend trade shows, customer events, and assigned training

What you bring

• University degree or equivalent
• 5 years in Aviation/Express industry
• Fluent English (written and verbal)
• Strong negotiation, commercial, and relationship management skills
• Experience in pricing, contract negotiations, and customer retention
• Excellent communication, presentation, and stakeholder management skills
• Ability to identify new business opportunities and develop sales strategies

Tools and technologies

• DHL ACS market data tools