Job-related Requirements
- C-Level Negotiation Skills
- High business acumen and problem-solving Skills.
- Strategic thinking
- Excellent sales skills (Lions or equivalent)
AND
- 10 years successfully selling logistics solutions (warehouse & distribution) to large customer
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
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 multi-year, large scale, pipeline of new business opportunities over a defined timeline to ensure continuous growth
- Develop and manage a pipeline to grow the business by 10% per annum
- 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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