Sales Manager - Durban at Pacific International Line(PIL)

• We’re seeking a driven Sales Manager to lead and grow our Durban-based sales team. This role focuses on delivering profitable growth, strengthening customer relationships, and expanding market share across PIL South Africa’s trade lanes and logistics offerings, while providing clear leadership, coaching, and direction aligned to the national commercial strategy.

Key Responsibilities:

Sales Leadership, Strategy & Growth

• Develop and execute the Durban branch sales plan in alignment with national commercial strategy.
• Drive delivery of volume, revenue, and product-mix targets across all trade lanes and value-added services including intermodal.
• Identify, prioritise, and convert new business opportunities into profitable accounts.
• Ensure consistent, disciplined pipeline management, account planning, and opportunity tracking.
• Lead major customer negotiations and support sales executives in structuring commercial proposals.
• Monitor competitor activity, market conditions, and pricing dynamics and share actionable intelligence with national leadership.
• Promote PIL’s full product suite including ocean, intermodal, cross-border TBL, and value-added services.

Customer & Key Account Management

• Maintain oversight of key customer relationships within the branch portfolio.
• Support customer-centric engagement through professional interaction and after-sales service.
• Ensure retention of existing business through structured relationship management, service recovery, and periodic performance reviews.
• Oversee preparation and submission of quotations, approvals, forecasts, and marketing reports.

Booking, Allocation & Space Management Support

• Own the national coordination of daily booked tonnage for all services managed through Durban, ensuring space utilisation is maximised. Take the lead in arranging additional space through other branches where required and escalate any space surpluses or booking gaps to the National Sales Manager for national promotion and allocation across the three branches.
• Lead on internal reporting on space utilisation, allocation performance and booking trends to assist commercial decision-making. 

Team Leadership & People Development

• Lead, coach, and develop the Durban sales team to high-performance standards.
• Set clear objectives, KPIs, and expectations aligned with national goals.
• Conduct regular performance reviews, identify skills gaps, and drive training and development initiatives.
• Foster collaboration with national sales, operations, documentation, finance, and logistics teams to ensure seamless customer delivery.
• Embed a culture of CRM discipline and data-driven decision-making across the branch sales team.
• Promote a culture of accountability, professionalism, and strong ethical compliance.

Marketing & Commercial Execution

• Prepare and present marketing material, performance reviews, and customer presentations.
• Support regional and national campaigns, events, tenders, and brand-building initiatives.
• Contribute to strategy initiatives aimed at market share and service improvement.

Operational & Cross-Functional Collaboration

• Maintain close working relationships with internal departments to ensure service excellence.
• Act as escalation point for branch-level customer concerns impacting performance or delivery.
• Work closely with the Customer Service department to ensure that customer feedback, concerns and requirements are actioned promptly and effectively, and that insights are shared both ways to continuously improve service delivery.
• Collaborate proactively with the Equipment department to ensure availability of containers to support confirmed and forecasted bookings, and to identify and resolve any potential equipment supply risks in advance.

Administration & Performance Control

• Track branch sales performance against targets and contribute to national reporting.
• Ensure timely submission of weekly call plans, sales reporting and customer engagement updates.
• Maintain structured filing and documentation for customer activities, quotations and contracts.
• Ensure adherence to PIL policies, code of conduct, and regulatory requirements.
• Ensure CRM data quality standards are maintained at all times and include CRM compliance in performance management reviews.

Core Knowledge, Skills & Experience

• Matric with 10+ years’ senior commercial experience in shipping or logistics.
• Proven success in sales leadership, people management, and business development.
• Strong knowledge of South African, African, and Far East trade lanes (preferred).
• Expertise in intermodal logistics, including Durban–Gauteng, cross‑border, and port corridors.
• High commercial acumen with solid understanding of margin, yield, and portfolio management.
• Advanced computer skills, including CRM and Microsoft Office.
• Customer‑centric, decisive leader with strong negotiation, communication, and analytical skills.
• Hands‑on, entrepreneurial style with willingness to travel extensively; relevant tertiary qualification advantageous.