Overall Role Purpose

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The Qualifier is responsible for qualifying leads and re-profiling Multichannel customers by telephone. Tasks are focused on identification of revenue potential with Suspects and existing Multichannel account customers and initiating rank-up of MCA customers with revenue potential above multi-channel revenue threshold.

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Key activities

\n\nThe Lead Qualifier is responsible forqualifying a suspect and allocating the prospects to the correct sales channel, thereby resulting in improved revenue per opportunity and higher closing ratio. \nTasks are focused on identification of revenue potential with Suspects to convert into Prospects for Telesales and Field Sales Executives.\nThe prospects are the source of conversion to New First Time Buyers by the Telesales and Field Sales Executives.\nEnsure that customer information is maintained accurately on the customer database\nClean lead lists and Multichannel data with captured information\nUse communications skills to identify decision makers for Express shipping and gain access to them \nCombine sales skills with DHL product/service knowledge and convert the maximum possible suspect leads into prospects/identify rank-up potential during re-qualification \nContinually develop knowledge of DHL’s services and general commercial awareness in order to provide the best possible standard of customer service and maximise the department’s contribution to the sales function\n

Competencies

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Competency segment ‘Business’
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 effectively and uses efficient work methods and tools.
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.
Competency segment ‘Leadership’
Teamwork: Works cooperatively with others to achieve target and objectives. Accomplishes own tasks in support of team goals and actively offers to help colleagues. Supports group decisions.colleagues. Supports group decisions.

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Competency segment ‘Personal’
Accountability: Acts responsibly. Can be counted on to keep commitments. Complies with the intent of policies, procedures and agreements. Builds others' trust in own professionalism, integrity, expertise and ability to get results.
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.
Self Management: Remains calm, objective and controlled in responding to urgent or demanding situations. Maintains effective performance under pressure. Stays positive.

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Expected years of experience: 3 years experience in sales

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Educational Qualifications: Diploma (or equivalent)