Tertiary Qualification(s) - Advantageous
- Logistics / Supply Chain / CPIM / CSCP
Additional Computer Skills
- Basic knowledge of SharePoint, and MS Visio will be advantageous.
- Basic knowledge of Warehouse Management Systems and ERPs (working knowledge of Red Prairie & SAP will be advantageous)
- Knowledge of Automotive production systems would be advantageous)
Job-related Requirements
- C-Level Negotiation Skills
- High business acumen and problem-solving Skills.
- Strategic thinking
- Excellent sales skills (Lions or equivalent)
- 5 years successfully selling logistics solutions (warehouse & distribution) to large customers
ADDED ADVANTAGES FOR THIS ROLE
- Understanding of Warehouse Management Systems, Automotive Production Systems, Lean,
- Co-ordinating and influencing diverse teams
- Experience in negotiating with clients at a director or C level.
- Experience working in the Automotive (Production / Aftermarket) and / or Consumer Retail sectors
MAIN PURPOSE OF THE ROLE
- Identify and source profitable new business opportunities for DSV Solutions and develop and initiate a sales approach that results in closing new business opportunities to meet or exceed an individual target in support of the overall DSV Solutions New Business target.
- Drive New business growth in KwaZulu Natal and nationally.
- Manage the solutions design process to produce high quality proposals, profitable solutions that minimize the risk exposure to DSV. Act as the key liaison between DSV Solutions and the Customer.
- Build a long term / multi year pipeline to support long term Growth targets
DUTIES & RESPONSIBILITIES
Meet or exceed personal new business target with an acceptable profit and risk profile to contribute to the overall DSV Solutions new business target.
- Manage the opportunity lifecycle to the opportunity closure.
To develop compelling business value propositions for new business opportunities to meet growth targets within the DSV Solutions Business Unit.
- Articulate DSV’s value to clients by using industry and DSV knowledge to develop clear value statements of DSV products
- Identification of sources of and calculation of quantified values.
To align specific client objectives with the overall DSV Solutions objectives to ensure sustainable growth
- Translation of client strategy and tactical objectives into supply chain requirements
- Linking of client strategy and supply chain requirements to DSVs offerings and services
To develop and maintain a well-managed pipeline of new business opportunities over a defined timeline to ensure continuous growth
- Develop and manage a pipeline of at least a total value of 10x annual target
- Ensure all opportunities are accurately and timeously recorded in MS Dynamics (CRM System) and that opportunities are progressed through the sales cycle.
- Collect all the data elements required to develop a detailed costed solution.
- To understand and align revenue targets with closing cycles of the business opportunities within the pipeline to ensure consistent growth and accurate forecasting
To take ownership of the tender process to ensure successful sales.
- Tenders and RQFs completed on time according to client’s requirements
- Build and articulate the solutions design effectively
- Ensure DSV approval processes are followed, and standards met.
- Ensure QA of the final document (proof reading, all inserts, exec summary, etc.)
To ensure the successful implementation of the solutions sold, ensuring the revenue is realized.
- Solutions/services implemented according to what has been sold
- Client expectations met or exceeded
- Ensure implementation process is followed
- Ensure client sign-off of milestones
- Ensure effective communication between the client and DSV during the implementation phase.
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