General Manager, Sales, Road (Automotive) at DSV

Basic Minimum Requirements

• Grade 12 plus a National Diploma in a relevant field
• Minimum of 10 years Automotive end-to-end Supply Chain experience of which at least 3 years must be in Automotive logistics or Automotive solution selling.
• Advanced knowledge of MS Office
• Own vehicle

Duties and Responsibilities

• Ensure that the DSV Auto 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 Account Managers according to agreed Minimal Acceptable Standards (MAS).
• This should be achieved by (but not limited to),

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 Account Managers 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
• Performance reviews - Quarterly and Annually
• Soft skills - such as conflict management and motivation
• Resource planning - to always ensure sufficient capacity

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 reoccurence
• 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 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