Job Description

Sales Manager- Johannesburg

Would you like to be part of the most international company in the world? A company operating in more than 220 countries worldwide and has been pioneering cross-border express shipping since 1969. Would you like to be part of a business that connects people across the globe and want to make a difference? Then waste no time and join our amazing team at DHL Group. DHL Global Forwarding, Freight (DGFF) is the Group's air, ocean, and road freight specialist. We offer standardized transport as well as highly specialized end-to-end solutions to customers in a wide range of industries globally.

Job Purpose:

Lead and develop the assigned station sales team to drive sustainable growth, profitability, customer retention, and new business acquisition.Ensure disciplined sales management through strong pipeline governance, performance reviews, coaching, and customer-centric execution.Balance portfolio management and new business development, enforce DGF sales standards and tools, and work with country and regional sales leaders to translate strategy into local execution and commercial performance..

DHL Global Forwarding has an opening Sales Manager in Johannesburg, South Africa. Join us in connecting people and improving lives!

In this Sales Manager position

• Assumes full ownership for the sales organization within the Johannesburg / inland area and delivery of sales KPIs, including Gross Profit growth, customer retention, and new business acquisition.
• Acts as the market expert for the assigned area — maintaining deep insight into trade flows, customer segments, and competitive dynamics to steer strategic decisions and uncover new opportunities.
• Drives structured performance management, KPI alignment, and disciplined sales governance across sales channels.
• Balances Regional strategy with local execution in a matrix environment to achieve strategic business goals.
• Builds a performance-driven culture with clear KPIs and structured governance across the local sales team.
• Represents the station commercial agenda within local leadership forums, contributes to cross-functional collaboration, and participates in country forums

Sales Strategy & Market Ownership

• Drive new business growth and increase share of wallet across territory accounts.
• Deliver station sales budgets, including Volume and Gross Profit growth.
• Execute sales priorities in line with regional and country direction.
• Collaborate effectively across functions and align sales execution with assigned priority areas.

Sales Management & Performance

• Manage sales team performance through clear KPIs, regular reviews, and structured performance dialogues.
• Optimize territory coverage, workload balance, and portfolio mix to capture market opportunities.
• Ensure disciplined pipeline reviews, forecast governance, and effective use of standardized sales tools.

Coaching & People Development

• Recruit, develop, and retain a high-performing sales team.
• Provide direction, coaching, and recognition to build capability in solution selling, negotiation, and pipeline management.
• Support underperforming sellers to improve performance or transition into more suitable roles.

Customer & Business Development

• Act as the territory market expert, using customer and market insights to steer commercial priorities.
• Lead strategic pursuits and complex negotiations.
• Strengthen customer relationships through proactive engagement and account planning.
• Drive cross-selling across relevant products to maximize customer value.

Collaboration & Governance

• Align with Product, Route Development Management (RDM), and Growth teams on go-to-market priorities.
• Collaborate with Operations, Product, Finance, and Marketing to ensure seamless customer delivery and handovers.
• Partner with Sales Support to improve sales processes and controls.

Compliance & Sustainability

• Adhere to DHL compliance requirements, internal policies, and ethical standards across all sales activities.
• Promote DHL’s sustainability agenda and green logistics offerings as part of the customer value proposition.
• Integrate responsible business practices into proposals, solution design, and long-term account plans.

Key Success Measures

Territory results: achievement vs target

• New business and share-of-wallet growth
• Pipeline health
• Conversion win rate
• Forecast quality and accuracy
• People outcomes
• Governance and compliance

Management Responsibilities

• Achievement of sales budget and GP delivery for the assigned area in line with expectations.
• Owns performance management for the sales organization within the assigned area — manage KPIs, tracking progress, and driving corrective actions through coaching and reviews.
• Builds strong cross-functional relationships with Product, Operations, Finance, and HR to drive cohesive commercial execution.
• Champions a high-performance and customer-centric culture.

Now, here is what we need from you!

• Sales Leadership & Performance Management: Sales Management, Sales Targets, Revenue Growth, Budgets, People Management, Resourcing, Feedback
• Sales Strategy & Business Growth: Sales Strategy, New Business Development, Customer Acquisition,
• Customer Retention, Business Strategy, Change Management
• Customer & Market Management: Customer Satisfaction, Account Management, Customer Segmentation,
• Market Segmentation, Market Trends
• Stakeholder & Communication Effectiveness: Stakeholder Management, Influencing, Negotiation, Facilitation, Presentation & Storytelling
• Education: Bachelor’s degree or equivalent experience / qualification
• Experience: More than 8 years within the sales environment

We offer:

• Opportunities in a global company where you can contribute your ideas and skills to move towards our shared goals.
• Possible further career development
• Competitive salary

Why join DHL Global Forwarding?

We are part of Deutsche Post DHL, the world’s leading logistics provider with operations in over 220 countries. Visit our career site on the web at https://www.logistics.dhl/us-en/home/careers.html

Our TOP EMPLOYER prestigious certification attests to our best-in-class efforts to attract and retain talent by fostering a positive work environment and encouraging personal and professional development among employees. The development of talented women in our organization will be a focus for us and an important part of our DGF Strategy 2025.

We aspire to become the undisputed leader in our industry, when people think of forwarding; we want them to think DGF because we have:

• The largest global network with more than ~30,000 passionate employees
• The most efficient processes and fastest response times
• The best solutions and best customer service

Our Vision: The Logistics Company for the World.

Our Mission: Excellence. Simply Delivered.

Our Purpose: Connecting People, improving lives.

Our Values: Respect & Results

Our Goals: Employer, Provider, and Investment of Choice, Living Responsibility

DHL Global Forwarding is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.