RAJA KUMAR KARUPPAYA
Kuala Lumpur
Summary
Results-driven professional with comprehensive experience in account management, focusing on building strong client relationships and driving business growth. Adept at negotiating contracts, resolving client issues, and aligning services with client needs. Proven success in fostering team collaboration and adapting to dynamic environments, showcasing excellent communication and problem-solving skills.
Overview
14
14
years of professional experience
Work History
Indoor Account Manager
DHL Express
07.2022 - Current
- Managed a portfolio of assigned customers, fostering strong relationships and driving business growth
- Developed and executed sales strategies in collaboration with the Marketing Team to increase revenue from both new and existing customers
- Conducted regular customer engagement via phone, email, and virtual meetings, understanding client needs and offering tailored DHL logistics solutions
- Identified and pursued upselling and cross-selling opportunities, maximizing account potential and revenue generation
- Ensured high levels of customer satisfaction and retention by providing proactive service and customized logistics solutions
- Worked closely with internal teams (Customer Service, Operations, Finance, IT) to deliver seamless end-to-end logistics solutions
- Led new account acquisition, overseeing the onboarding process and ensuring profitable long-term business sustainability
- Utilized sales expertise and in-depth product knowledge to convert high-potential prospects into long-term revenue-generating accounts
- Negotiated and structured cost-sensitive customer agreements, adhering to pricing guidelines to maintain profitability
- Maintained accurate customer records in the CRM system, ensuring efficient tracking and account management
- Tracked and analyzed sales performance metrics, ensuring sales targets were met or exceeded
- Prepared and analyzed daily and weekly performance reports to measure sales effectiveness and department productivity
- Stayed updated on DHL services, industry trends, and competitors, providing value-driven insights to customers
- Supported customers with tailored logistics solutions, helping them optimize their shipping processes and improve efficiency
Telesales Executive (Onboarding)
DHL Express
06.2020 - 07.2022
- Re-engaged inactive customers through targeted outreach, driving service reactivation and increasing active customer retention
- Managed corporate account openings, ensuring seamless setup of necessary tools and platforms for new clients
- Provided pre-engagement support, guiding potential customers through DHL Express services before their first use
- Led customer onboarding, ensuring a smooth transition from account setup to first shipment
- Played a key role in delivering an exceptional first-time customer experience, strengthening brand loyalty
- Collaborated with the Sales Team across Malaysia to optimize prospect conversion and improve first-time user activation rates
- Maintained and supported first-time shipment customers nationwide, ensuring a seamless service experience
- Managed a customer database, tracking account holders yet to ship and ensuring continuous follow-up
- Assisted customers with tailored solutions to meet their specific needs before their first shipment
Telesales Executive (MSME)
DHL Express
06.2019 - 06.2020
- Conduct 35+ daily outbound calls to prospects, identifying new business opportunities
- Manage and maintain a database of 200+ customers, including both existing and potential clients
- Successfully acquire a minimum of 15 new customers per month through proactive outreach
- Develop customer relationships by engaging touchpoints twice a month to identify growth potential and enhance retention
- Collaborate with internal teams to ensure seamless customer onboarding and service delivery
Inside Sales Representative
Federal Express Services (M) Sdn Bhd
06.2018 - 06.2019
- Plan, prepare & perform sales call to both existing & new customer for business development purposes according to agreed KPI and sales process by FedEx
- Work closely with field sales and team members from other countries to handle global accounts
- Schedule sales plan on how to close business according to the deadline given in a weekly basis
- Create and maintain customer pipeline for new business and incremental revenue
- Managing customer information and sales activities via sales force system.(FedEx System)
- Prepare and present business progress with the country level management team in monthly and quarterly basis
- Investigate and resolves problems using systems or communicating with relevant department to maintain customer satisfaction
- Develop professional contact with customer, vendors or employees and align and gain commitment to actions from different stakeholders
Indoor Sales Executive (M&L)
TNT Express Worldwide (M) Sdn. Bhd.
02.2015 - 06.2018
- Work on a territory with a Field sales to win Ad- hoc & small, Medium & large customers within a specific geographic territory via phone
- Plan, prepare & perform sales call to both existing & prospect customer for business development purposes according to agreed KPI and sales process
- Wins new business by offering the appropriate tariffs
- Develop existing customer via up selling and/or cross selling
- Consistently presents the full range of products, services & technologies to every customer
- Forms professional & appropriate relationships with decision maker in identified customer organizations through face to face meeting every quarter
- Ensure correct execution of new and existing sales policies and processes in line with customer requirements
- Develop positive relationship with country level management in functions that supports success in sales channel to ensure TNT’s value proposition continues to meet the requirements of Ad hoc, small, Medium & Large customers
- Managing customer information and sales activities via sales force system
- Create Pipeline to be monitored and close the business within the deadline
- Prepare and present business progress with the country level management team every quarter
- Work closely with the marketing team to advise on customer needs to create marketing campaigns and strategies
Telesales Executive
TNT Express Worldwide (M) Sdn. Bhd.
02.2014 - 02.2015
- Work on a portfolio, to identify future revenue generation opportunities
- Perform outgoing qualification calls to suspect using effective questioning method to establish key information about the company
- Update customer information & documentation as required by business
- Provides feedback on potential process improvements that can improve the customer experience and effectiveness of suspect qualification
- Gather Competitor & customer data in order to created awareness of local market trends and competitor activities
Marketing Intern
TNT Express Worldwide (M) Sdn. Bhd.
07.2013 - 12.2013
- Pre-qualify potential customers via phone calls
- Prepare rewards for existing customers
- Collecting customer details and key in the company system and for the sales team to proceed with sales
- Being a part of event organizing team under marketing department
- Prepare marketing plan and marketing strategies for the company
Marketing Executive (Part Time)
Pranam Enterprise (Event Company)
03.2011 - 03.2012
- In charge of company’s advertisement and promotion
- Detailing and planning of company’s marketing plan
- Public relations with clients
- Responsible for company’s sales and achieving company’s targeted sales
Education
Bachelor of Business Studies/Administration/Management - Marketing
University Tun Abdul Razak
07-2013
Skills
- Microsoft Office
- Internet Applications
- Adobe Acrobat
- Sales Force
- Power Bi
- Written And Oral Communication Skills
- Account management
- Teamwork and collaboration
- Client relations
- Customer satisfaction
- Strategic Planning & Data Analysis
Accomplishments
Training Attended:
• White Belt Training
• Orange Belt Training
• Complaint Handling
• Selling Skills
• Telephone Etiquette
• Time Management
• Malaysian Customs Procedures
• FedEx FNH Training - 2 weeks in Bangkok,Thailand.
• Corporate Compliance
• Information Security Awareness
• Sales Partner Onboarding
• Data Protection
• Dangerous Goods Awareness
• Sell Like Never Before - 2022
Languages
Bahasa Malaysia
Advanced (C1)
English
Advanced (C1)
Tamil
Advanced (C1)
Activities
- Prefect in secondary school, 08/2002 - 06/2006
- Head of PA System in secondary school, 08/2003 - 06/2006
- MSSD Hockey, 08/2004 - 06/2006
- MSSD Football, 08/2003 - 06/2006
- University Futsal player, 08/2011 - 06/2013
- Fund Raising for Unirazak social event, 01/2013
- Unirazak Nature clean up in Teluk Batik (PERAK), 01/2013
Additional Information
Able to work under minimum supervision
- Fast learner, willing to learn, and pleasant
- Clear and precise in communication and friendly
- Possess own transport: Yes
- Expected Salary: RM 8000 (Negotiable)
- Reference : Available upon request
Achievements
1. Nominiee Fedex Rookies Sales of the Year Award 2018
2. DHL Express Sales Person of the Month 2022
3. DHL Express Elite Club Winner ( Silver & Gold )
2020,2021,2022,2023
Timeline
Indoor Account Manager
DHL Express
07.2022 - Current
Telesales Executive (Onboarding)
DHL Express
06.2020 - 07.2022
Telesales Executive (MSME)
DHL Express
06.2019 - 06.2020
Inside Sales Representative
Federal Express Services (M) Sdn Bhd
06.2018 - 06.2019
Indoor Sales Executive (M&L)
TNT Express Worldwide (M) Sdn. Bhd.
02.2015 - 06.2018
Telesales Executive
TNT Express Worldwide (M) Sdn. Bhd.
02.2014 - 02.2015
Marketing Intern
TNT Express Worldwide (M) Sdn. Bhd.
07.2013 - 12.2013
Marketing Executive (Part Time)
Pranam Enterprise (Event Company)
03.2011 - 03.2012
Bachelor of Business Studies/Administration/Management - Marketing
University Tun Abdul Razak
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