Sethrida Budhram
RCM SSA Global Financial & Professional Services
Johannesburg
Summary
I have worked in the logistics industry for more then 18 years in a commercial capacity. In my 10 years at DHL Express I have advanced through multiple Commercial roles where I was fortunate to grow from selling in a transactional manner to moving towards a more strategic approach of selling from the buyers perspective.
I am an energetic individual whom is proficient in conducting market research, strategic reports and using key insights to develop sales strategies to support the region in achieving its AOP.
I value relationships and collaboration amongst customers and key internal stakeholders to achieve mutual goals and have been successful in supporting a multitude of countries within the Region.
I intend to bring to the role a fresh perspective and enablement of knowledge sharing and development of people. I trust that my application to interview for the role is well received.
Overview
18
18
years of professional experience
15
15
years of post-secondary education
Work History
RCM SSA Global Financial & Professional Services
DHL Express
03.2019 - Current
- Responsible for the development of Global Multinational Customers by expanding senior-level Global and Regional customer relationships and identifying customer supply chain needs in the Financial Sector.
- Working closely with the GMNC country-based teams to leverage the power of the DHL Express network to grow the business and achieve the AOP Revenue target.
- Growing profitable revenue through the use of upselling and cross-selling within the GFPS Customer base across SSA. In a Sector that we have reached maturity I have focused my attention on the emerging Fintech Market within SSA and merging this with the SME Global Focus. This initiative has resulted in the identification of more then 400 potential suspects for the Region.
- Manage DHL's level of service quality in the provision of Express core and advantage solutions to the designated customer base across SSA.
- Develop close relationships throughout all levels of the customer base and initiate negotiations in order to enhance profitable revenue.
- Continually evaluate progress within the customer group against pipeline, revenue, and profit targets, as well as against customer plans, and take action as required to amend discrepancies.
- Provide value-added, industry-specific transportation knowledge to customers within a consultative selling framework and deliver industry-specific advantage solutions to customers.
- Support regional and local teams in their acquisition of regionally designated Multinational Customers, representing opportunities to TRB as necessary.
- Adhere to regional guidelines for pricing and margin management.
- Contribute to the annual budget cycle by submitting customer-level targets and plans.
National Channel Manager (GFPS)
DHL Express Isando
8 2016 - 02.2019
- Manage and develop a portfolio of prospects and existing customers within the GFPS sector.
- Establishing and negotiating customer agreements/contracts for existing and new accounts.
- Maintaining pricing guidelines.
- Investigate all opportunities from existing and potential GFPS customers.
- Develop and implement a personal sales plan and call cycle that incorporates targets and KPIs.
- Manage all customer-related information through communication and sales tools.
- Monitor customer performance, loyalty, and satisfaction to measure success, business fluctuation, and possible business at risk.
- Take appropriate corrective measures
- Continuously develop DHL knowledge and maintain policy awareness
- Ensure maximum penetration of DHL Products in all accessible markets
- Ensure collaborative style is maintained amongst all DHL Express Departments across the regions where my sector or client is present
- Drive implementation and on-boarding of new GFPS Accounts and maintain any pre-existing agreements on current GFPS accounts
- Coordination and submission of RFP responses on new and existing GFPS Accounts.
Field Sales Executive
DHL Express Isando
08.2014 - 08.2016
- Uncover opportunities for new business from assigned territory
- Generate revenue streams with existing customer
- Retention / Account Management of +-145 Customers
- Maintain customer satisfaction by collaborating with Sales, Finance and Operations teams.
Account Development Executive
UTi Sun Couriers Durban Branch
01.2007 - 07.2014
- Account Development and management Client Relationships (New & Existing)
- To generate new business, retain and develop existing business, thereby increasing turnover and profitability
- Monthly billing and financial reporting
- Annual Forecasting/Budgeting
- Achieve Budgeted Revenue Targets and Dashboard requirements
- Problem solving and System Analysis
- Client Consultation on Warehousing and Inventory management
- Identifying new opportunities in the industry
- Identifying innovative customised solutions to add value to the clients Supply Chain
- Managing customer accounts
- Proactively monitoring sales, customers and competitors
- Conduct Annual Rates Negotiation
- Preparation of professional price proposals and service offerings to customers
- Conduct presentations to C-Level contacts
- Reporting on sales figures weekly on CRM Applications
- Reporting to clients on SLA with monthly Client Business Reviews
- Ensures that customer SLA's are being managed and non-compliances communicated to relevant parties
- Completing of all documentation relevant to sales transactions/Admin
- Interfacing with operations to ensure Route Optimisation is reached
- Management of Client Sites and Onsite Staff
- Ensure open channels of communication between Client and Internal Departments
- Initiating War Room Sessions on Sensitive Accounts
- Regular reporting to Head Office on growth of accounts in the form of Presentations to the MD
- Ensuring that all key account and customer events are organized and implemented
- Client entertainment
- Updating of Focsle Global CRM system
- Pipeline Management and feedback.
Education
MBA -
MBA PART TIME VIA MANCOSA
Durbanundefined
MBA PART TIME VIA MANCOSA
undefined
MBA PART TIME VIA MANCOSA
MBA PART TIME VIA MANCOSA
04.2001 - 01.2016
National Diploma in Marketing - undefined
DURBAN INSTITUTE OF TECHNOLOGY
Skills
Senior Customer Engagement Experience
Solid relationships with DHL Leadership Team
Trusted Advisor to the DHL Country Country Commercial Teams
Solution Selling experience using Key Insights
Data-driven decision-making
Brand Awareness
Industry Knowledge
References
1. Performance Reference - DHL Express (Current Manager)
Matthew West - Head of Europe, Africa & Middle East Region GFPS
+44 (0) 7841 558 213 matthew.west@dhl.com
2. Character Reference
Andre Bezuidenhoudt - Head of Sales Southern Africa
+27 84 266 1777 andre.bezuidenhoudt@dhl.com
Timeline
RCM SSA Global Financial & Professional Services
DHL Express
03.2019 - Current
Field Sales Executive
DHL Express Isando
08.2014 - 08.2016
Account Development Executive
UTi Sun Couriers Durban Branch
01.2007 - 07.2014
MBA PART TIME VIA MANCOSA
04.2001 - 01.2016
National Channel Manager (GFPS)
DHL Express Isando
8 2016 - 02.2019
MBA -
MBA PART TIME VIA MANCOSA
undefined
MBA PART TIME VIA MANCOSA
undefined
MBA PART TIME VIA MANCOSA
National Diploma in Marketing - undefined
DURBAN INSTITUTE OF TECHNOLOGY