General Manager, Sales and Retention, Road Transport at DSV

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Ensure that the DSV Sales team aligns to company and customer strategies to achieve long term relationships and profitable business within the portfolio. Building and maintaining relationships within portfolio accounts (C-level) as well as internally with Regional Management and all Directors. Creating a positive team environment and implementing new business effectively, managing sales executives and Brokering Manager according to agreed Minimal Acceptable Standards (MAS).

Commercial:

• Tender Submissions. Ensure DSV is invited and responds effectively to market tenders. Where required, to also compile and present proposals to customers.
• Revenue. Monitoring billing variance reports to identify revenue loss and leakage. Achieve new business and retention targets.
• Budgets. Setting annual budgets for all customers considering annual increases, Up/Down trade, trading days and individual customer seasonality. Identifying trends in customers to enable optimal resourcing for DSV.
• Debtors. Managing teams to achieve <35 days on DSO’s
• Managing sales executives to achieve ZERO debtors outstanding longer than 120 days and providing guidance and assistance to resolve.

Team Management

• Annual goal setting for all subordinates along with quarterly follow ups.
• Quarterly and annual performance reviews
• Soft skills such as conflict management and motivation
• Resource planning to ensure sufficient capacity at all times

Governance, Compliance and Reporting

• Contract Negotiation
• Liabilities
• Insurance
• NDA’s
• Penalties
• Annual Rate increase calculations and implementation
• Ensure updated and singed contracts for all customers
• Ensure and keep a register of annual increases applied
• Monthly reporting of new business and retention achievement
• Monthly and annual insurance declaration compliance

Relationship management

• Customer Engagements (either on site or virtual) consisting of weekly operational meetings, monthly business reviews and quarterly strategic sessions. Also, ensuring execution off all initiates arising from these sessions.
• Customer escalations. Swiftly deal customer escalations and identify feasible solutions to prevent recurring items.
• Internal relationships. Build strong relationships with other departments and business units within DSV to promote an efficient and effective working environment.

Solution Design

• Technical guidance. Provide expert advice to sales staff in designing new solutions to customers while still remaining within the parameters set out for each business unit.
• Process design. Continuously assist in developing new processes to ensure effective and profitable business practices.
• Implementation. Oversee the implementation of new accounts or services.

QUALIFICATIONS

• Completed Matric / Grade 12
• Supply chain degree and/or similar tertiary qualification
• Own Vehicle, driver’s license, ability to work overtime and travel nationally.
• IR related training

COMPUTER SKILLS

Advanced Level and Ability of:

• Excel
• Word
• Outlook
• Power Point
• MD Dynamics (Training to be provided)

EDUCATION AND/OR EXPERIENCE

• Minimum of 5 years end-to-end Supply Chain and/or transport of which at least 3 years managing commercials teams (individuals) from a new business sales environment.
• Leadership experience required
• Sales coaching leadership training
• Strong financial acumen, understanding of P&L’s and EBIT drivers
• Ability to own, build and grow revenue targets for South Africa, with complex decision making on activities to drive revenue growth and revenue retention
• Experience engaging with internal EXCO members
• Strong results-oriented and performance driven approach
• Conflict management and conflict resolution skills
• Senior customer engagement skills
• Identify and manage customer churn and implement corrective action plans to address and rectify