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DHL Express (New Zealand) Limited Sales Management Team

Gold Stevie Award Winner 2012, Click to Enter The 2014 American Business Awards

Company: DHL Express (New Zealand) Limited, Auckland, New Zealand
Company Description: DHL is the global market leader in the logistics and transportation industry and “The logistics company for the world”. In the EXPRESS division, we transport urgent international documents and goods reliably and on time from door to door. Our network spans more than 220 countries and territories, in which some 100,000 employees provide services for more than 2.7 million customers.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Sales Management Team of the Year

Nomination Title: DHL Express (New Zealand) Limited Sales Management Team

Tell the story about what this nominated department achieved since the beginning of July 2013 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:



1. Market share gain in 2012 to 2013

We have grown our business gaining market share in international shipments driven by our team of engaged Sales Certified International Specialists.

We assist New Zealand businesses in originating and growing their international footprints. . We work with NZ online retail exporters and focus on service quality to live up to our Brand Promise of “Excellence, Simply Delivered” and continue to strive to be the Experts in Export for NZ businesses.

2. Active Customer Growth

To measure customer satisfaction from our sales team work we review our ‘Active Customer Growth’. Active Customer Growth is a measure encompassing retaining existing customers with repeat business and attracting new customers. We have grown our active customer base from December 2013 to December 2014.

3. A Motivated and Appreciated NZ Sales Team

We are a very diverse, multicultural, family orientated, customer focused sales team demonstrated in a sample of achievements:
• Results in our Employee Opinion Survey (EOS) that measures Engagement, Active Leadership, Learning and Development, Working conditions etc. The EOS results for 2013 have shown improvement and we are proud of our increase in Employee Engagement and the increase in Active Leadership.

• Staff turnover in 2013 was 3% and in 2014 at 1.4 %
• Charity Canned Food Drive Auckland City Mission

Motivation and Appreciation of DHL NZ Sales Team

4. External Business Awards

Winning two awards in 2014 assists us in benchmarking against other businesses and demonstrates the level of sales accomplishments delivering on our brand promise “Excellence, Simply Delivered”. The two awards are:

• Export Support Award at the 2014 AUT Excellence in Business Support Awards
• Aon Hewitt Best Employer 2014 accreditation

5. Global Sales Scorecard Improvement and Results

Our team is measured against our global counterparts using the Global Sales Scorecard Key Performance Indicators (KPI). These assist us in measuring and monitoring our financial and business results within our team. We try to achieve above the set expectations every month and compete across our sales team striving for continuous improvement. In the last 3 years we have shown continuous improvement of our KPI targets.

6. Sales Team Development

Our internal development programmes along with the many motivational activities and community spirit activities help us motivate our people, who provide great service to help retain and gain loyal customers and contribute to building a profitable network.

7. Revenue Growth

We have delivered revenue growth for 2013. This represents a solid growth in our developed NZ market where we constantly defend our market share against our competitors.

Being the face of our company, it is imperative the Sales team aim to provide outstanding service to our customers through being passionate, aiming to get it right first time, acting with speed and most importantly have a can do attitude. The results and respect behaviours displayed by the Sales Management team contribute to the successful results achieved in our NZ Sales Team.

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