General Manager, Sales, Road (Automotive) at DSV

Main Purpose of the Role

• Responsible for the overall management of the Automotive vertical and the Key Account Managers to which automotive accounts are allocated.
• This means having an in-depth understanding of, and influence, on all functions in the Automotive industry, including Operations, Human Resources, IT and Finance and Sales.
• Taking complete ownership for revenue retention and growth within Automotive vertical for Road with a view of expanding the portfolio into other DSV business units in future (Solutions and Air & Sea).
• Strategically retaining, growing existing base and targeting new logos to meet ambitious Automotive vertical growth targets.
• An effective General Manager achieves key business deliverables by driving sales performance in line with business objectives.

Basic Minimum Requirements

• Minimum of 5 years end-to-end Supply Chain experience of which at least 3 years managing Account Managers supporting reputable Auto brands supply chain especially on the outbound road distribution within South Africa.
• Responding to Tenders / RFI’s / RFP’s / RFQ’s – and formulating logistical solutions for Automotive brands.
• National Diploma or equivalent.
• *Please note: Experience in car or truck sales or vehicle / fleet leasing is not considered appropriate experience for this position – it needs to be Automotive logistics (road freight) experience.

Added advantages:

• Experience in end-to-end Supply Chain management within the Automotive sector (inclusive of inbound logistics via Air & Sea as well as warehousing services)
• Any experience gained working for an Auto OEM in a Supply Chain or Logistics capacity.

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