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Regional Sales Manager-West Region

August 27, 2026

Job Brief

The Regional Sales Manager is responsible for gaining and maintaining new accounts by developing sales, service strategies and solutions to achieve sales plans. Work with General Managers, Cross Business Unit Partners, and Senior Management.

At DHL, our people are our greatest asset! Everyone’s contribution drives us to be the world's #1 logistics company.

Certified as a Great Place to Work, we're dedicated to fostering a positive, collaborative, and supportive environment for all. Our commitment and engagement with Our People ensure we continuously build a workplace we're all proud of. Plus, with competitive compensation and exceptional perks, we make sure your personal life shines just as brightly as your career.

This is a remote position based in California.

At DHL, our people are our greatest asset! Everyone’s contribution drives us to be the world's #1 logistics company.

Certified as a Great Place to Work and as a Top Employer, we're dedicated to fostering a positive, collaborative, and supportive environment for all. Our commitment and engagement with Our People ensure we continuously build a workplace we're all proud of. Plus, with competitive compensation and exceptional perks, we make sure your personal life shines just as brightly as your career.

This remote position is based in WA, OR, CA, NV, AZ, or ID.

SUMMARY:
The Key Account Manager is responsible for retaining, growing, and optimizing the value of assigned customer accounts. Following transition from the Business Development Manager, this role leads the ongoing Sales relationship with a focus on revenue retention, share-of-wallet expansion, contract renewals, and profitability improvement. The Key Account Manager partners with cross-functional teams to strengthen customer relationships, identify growth opportunities, and develop account strategies that support long-term customer value and sustainable business results for DHL eCommerce.

ESSENTIAL DUTIES AND RESPONSIBILITIES:

Account Ownership & Growth:

Assume ownership of assigned accounts following transition from the Business Development Manager and ensure continuity in customer experience.
Develop and execute accounts plans focused on customer retention, revenue growth, share-of-wallet expansion, and profitability improvement.
Identify and pursue cross-sell, upsell, and expansion opportunities within assigned accounts.
Build trusted relationships with customer stakeholders and executive sponsors to strengthen long-term account value.
Lead regular business reviews and strategic account discussions to assess performance, identify risks and uncover growth opportunities.
Serve as the primary Sales point of contact for assigned customers.

Retention, Renewals & Commercial Growth:

Improve account economics through pricing strategy, contract management, and commercial planning in partnership with Pricing and other internal stakeholders.
Provide insights into customer behavior, industry trends, and market conditions to enhance account strategy.
Negotiate contract renewals and pricing structures with a clear understanding of profitability impact.
Propose pricing strategies to balance profitability and growth.

Performance Monitoring & Account Strategy:

Manage customer relationships from Sales perspective, address concerns, and develop tailored solutions to enhance satisfaction and retention while ensuring profitability.
Monitor existing customer profiles, revenue contribution, and profitability to drive sustainable business growth.

Cross-Functional Collaboration:

Work closely with internal teams, including Solutions Engineers, Client Relationship Managers, and Implementation Managers, to support retention, customer growth, renewals, expansion and service optimization.
Provide insights and recommendations to the Regional Head of Sales to help refine and execute strategic initiatives
Continuously develop sales skills, negotiation tactics, and financial acumen through training and joint selling opportunities.

EDUCATION AND/OR EXPERIENCE:

Bachelor’s degree in business or marketing preferred or related work experience.
7 years related sales experience calling on accounts.
Parcel, ecommerce, and logistics experience required.
Experience with sales activity reporting software preferred.

REQUIREMENTS/SKILLS:

Proficiency in Word, Excel, and Outlook.
Excellent written and verbal communication skills.
Proven ability to grow, retain, and deepen strategic customer relationships.
Excellent organization, planning, and negotiation skills.
Strong analytical and presentation abilities.
Must be a self-starter, able to take initiative and work in a fast-paced environment.

PHYSICAL DEMANDS:

Requires low physical activity; ability to stand and/or walk for an extended period.
Travel required as needed, up to 30%.
Able to work a range of shifts based on operational needs, after-hours, weekends, and holidays.

As a Top Employer and leading logistics company, at DHL eCommerce , we are committed to helping you build a career you’ll love with benefits and incentives that support your personal and professional well-being:

Competitive Pay
Bonus Programs
Retirement Savings - 401k with company match
Medical, Dental, Vision, Well-being programs
FSA/HSA availability
Tuition Reimbursement
Paid Time Off including vacation and sick time
Company Paid Holidays and Floating Holidays
Paid Parental Leave
Employee Discount Program
Employee Assistance & Work Life Program
Short Term and Long-Term Disability
Life Insurance

Annual Salary of $85,950-105,000 (ID or AZ), $94,575-112,100 (NV or OR), $98,775-117,700 (WA), $103,125-$129,100 (CA) plus commission. This compensation range is provided as a reasonable estimate of the salary range for this role. Factors that may be used to determine your actual salary may include but are not limited to your specific skills, your work location, how many years of experience you have, and comparison to other employees already in this role.

We are committed to equal opportunity and reject any forms of discrimination. The basis for employee selection at DHL Group is qualification, performance, skills and experience.

Equal Opportunity Employer – Veterans/Disability

Equal Opportunity Employer - Veterans/Disability

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

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Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

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Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

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Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...