Manager, Sales, Road Logistics at DSV

Main purpose of the role

• The main purpose of this role is to manage the KZN regional New Business Sales team and meet set budgeted numbers.

Tertiary Qualification(s) – Advantage

Computer Literacy Level – MS Word, Excel, PowerPoint & Outlook

• Intermediate

Job Related Requirements

• 2-4 years Sales Management experience
• 5 years Field sales experience new business/retention
• Management and monitoring of CRM System inputs and accuracy
• Track record in achieving new business targets set per annum
• Developing and managing a healthy new business pipeline and monitoring progress through the sales cycle.
• Experience in coaching and mentoring new business sales staff to achieve set KPI metrics and achieve new business numbers set.
• Tender Management
• Experience in selling cross silo solutions and presenting to C Level
• Maintain and grow existing customer base
• Ability to plan, communicate and successfully implement new business accounts ensuring all internal and external stakeholders are aligned.
• Monitory and management of new business customer base for achieving forecasted spend and profitability.
• Weekly and monthly reporting
• Competitor analysis and understanding market trends.
• Reporting day to day to the GM New Business Sales
• Ability to execute performance management processes and disciplinary action as and when required.
• Develop strategies to improve conversion ratios.

Added advantages for this role – Electives

• Basic understanding of our industry and supply chain
• Strong administrative skills with high attention to detail
• Strong business development skills
• Professional conduct & appearance at all times
• Strong interpersonal and conflict resolution skills.
• Positive attitude

Duties and Responsibilities:

• Cash Flow – Hit the accounts receivable target quarterly
• EBITDA – Ensure client profitability by selling at band rates to ensure national profitability
• Action any unprofitable clients that get allocated to the region
• Growth – Hit quarterly revenue budget and ensure the full year new business target is achieved for the Region as well as strategy to achieve stretch budget
• Ensure growth within the entire Region
• Ensure that the correct process is followed on all lost clients and regain at have a plan to regain lost accounts, this must be monitored and measured quarterly.
• Management of new business resources to ensure set KPI metrics are being achieved.
• Ensure the team conduct quality calls with clients and ensure a qualified pipeline.
• Develop individual new business strategy, ensure this is implemented and reviews done with GM and MD twice per quarter.
• Ensure that Executive Sponsors are visiting the top 3 clients per region at least twice per annum. Keep record of minutes of these meetings.
• Ensure accuracy of monthly forecasts
• Compliance to the key performance indicators as set for the financial year.
• Ensure the team members are providing quality opportunities and that pipeline forecast versus actual spend is managed and monitored to obtain full projected revenue.
• Ensure all activities are loaded on the CRM System and that quality information is captured.
• Close co-operation with internal departments to meet customer requirements
• Ensure monthly business reviews are consistent and that the correct data is presented to the client with actions plans on how we anticipate to improve. Measure the outcomes.
• Accomplish Regional Sales Human Resource objective by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling and disciplining employees in assigned Region.
• Communicating Job expectations, planning, monitoring, appraising and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Achieve Regional Sales Operations objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; resolving customer problems; identifying trends; determining regionals sales system improvements; implementing change.
• Meet regionals sales financial objectives by accurate forecasting; preparing annual budget; scheduling expenditure; analyzing variances; initiating corrective actions.
• Establish sales objectives by creating a sales plan for the region in line with the National objectives.
• Maintain and expand customer base by communicating with the Sales Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend new initiatives requested by clients and service changes; surveying customer needs and trends; tracking competitors.
• Remain up to date by participating in training opportunities offered by the organization; reading professional publications and maintaining personal networks.
• Direct and co-ordinate all sales activities.
• Consult with other department heads to ensure Sales remains up to date with changes in service offering and feedback on operational shortfalls.
• Visit regional branches to ensure compliance to sales requirements and strategy and assist with new business opportunities.
• Direct the Sales Executives, BDM’s and Sales Support staff to keep records of all correspondence, tender submissions, credit applications and other documentation as indicated by the company’s internal sales operating procedures.