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In 1976, 9 independent trucking companies and a business developer joined forces and founded DSV in Denmark. Since then, DSV has evolved to become the world’s 5th largest supplier of global solutions within transport and logistics. Today, we add value to our customers’ entire supply chain by transporting, storing, packaging, re-packaging, process...
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Job Related Requirements:
- Grade 12 certificate
- Minimum of 2 years freight forwarding experience
- Previous Experience in Forwarding and Brokerage or end to end file processing for ocean imports and exports
- Ability to work overtime
Electives:
- Knowledge of Incoterms
- Knowledge and understanding of sea freight imports and exports
- CW1 system experience
- Good Communication Skills
- Able to work with excel reports – basic to intermediate
Duties and Responsibilities
- Arrange booking of shipments with overseas office / agent
- Registration of files and capturing of charges in CW1
- Tracking of shipments
- Following up and retrieving shipping documents after sailing from forwarder or carrier
- Following up on carrier invoices and ANF’s
- Arranging customs clearance as well as release from other government organisations where required
- Checking vendor invoices and raising queries as required.
- Delivery planning and status report updates (tracking)
- Communication with both customer and 3d parties
- Processing of invoices
- Sending document packs
- Customer site visits if required
- Completing update and milestones in CW1 including file closure
- Ensure all internal and external KPIs are met
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Minimum Requirements - Non Negotiable
- Basic Minimum Requirement : Matric/Grade 12
- Min 2 years working in Telesales in a logistics or related environment
- Tertiary Qualifications : Added Advantage
- Computer Literacy Level - MS office: Intermediate
Skills / Competencies
- Sound geographical knowledge of South Africa
- Self-motivated
- Good communication skills
- Strong inter-personal and motivational skills
- Ability to liaise effectively with senior client personnel and colleagues at all levels
- Punctuality and good time management skills
- Good administrative skills
- Ability to adapt to a rapidly changing environment/technology
- Ability to work under pressure
- Ability to work without supervision
- Client empathy and ability to liaise effectively
- Must be someone that works well within a team
- Creative thinking skills.
- The patience and ability to engage customers in conversation.
- Good sales ability
- The ability to handle rejection and stress in soliciting customers
Duties and Responsibilities
- Implementation of accounts – process and project management
- Manage client relationship. Telephonic contact with each customer allocated to their base every month.
- Weekly capturing of activities and minutes of meetings onto the MS Dynamics Platform Monthly billing and financial reporting to customers (if needed)
- General administrative duties
- Managing of the customer base DSO’s (ensure that clients are up to date with their payments)
- Must be able to assist with ClientZone queries and training where needed
- Ensure required monthly targets are met / Meeting sales quotas.
- Initiating sales with potential customers over the phone.
- Asking questions to engage customers and keep the conversation going.
- Listening to the customers' needs to generate repeat sales.
- Gathering and documenting customer information, payment methods, feedback on service offerings by DSV
- Keeping up to date on all DSV offerings and informing customers of new service offerings.
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MINIMUM REQUIREMENTS:
- Minimum 3 years Account management or Client / Customer service experience
- Pharmaceutical industry knowledge important
- Attention to detail and ability to work under pressure.
- Communication skills - must be able to comfortably engage with clients and build relationships at all levels.
- Warehouse management systems knowlegde an advantage.
ROLES AND RESPONSIBILITIES:
- Ensure mutually agreed upon configured solutions are offered and delivered to client as aligned with client’s strategic supply chain drivers.
- Enhance relationships with current and prospective clients by leveraging the credibility gained through knowledge and performance of the client’s business environment and requirements.
- Proactively identify and manage potential problems/escalations within client base with appropriate resolution plans.
- Seek and continuously develop knowledge of our client business to build an understanding of their needs.
- Be a trusted advisor to all clients through consultative engagements and adding value throughout the supply chain.
- Identify, develop, and assist with new business implementation and integration.
- Facilitate an integrated and coordinated approach by DSV to the client.
- Manage and proactively identify accounts where revenue may be shrinking to address risk, profitability, and retention, both internally and with the client.
- Ensure that contracted customer Service Level Agreements (SLA’s) are met.
- Ensure agreed performance metrics (KPI’s) with clients are established, measured, maintained, and delivered across all levels of the business driving centricity.
- Develop and manage account plans to meet the business needs of both clients and DSV Healthcare.
- Manage account adherence to qualify management requirements to ensure that processes are implemented.
- Client briefing and understanding of DSV processes, SOP’s, and operations (including Business Unit Managers and National Sales Managers).
- Facilitate training implementation on various business platforms (including Futurewave, Clientzone and Daily downloads).
- Facilitate contact center in-house training (New product launches, line extensions and product updates).
- Facilitate DSV and client interdepartmental communication and relationships.
- Continuously liaise with internal stakeholders to ensure alignment and support to enable delivering of solutions and manage risk.
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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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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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Qualification(s):
- 4-year Logistics or Supply Chain Management degree, or 4-year equivalent diploma (BTECH) OR,
- 4-year Industrial Engineering, or 4-year equivalent diploma (BTECH) OR,
- Production Management degree or 4-year equivalent diploma (BTECH) OR,
- 8+years minimum relevant experience in industry with in-depth experience in all job-related requirements listed below.
Job-related Requirements:
- 5+years Managerial experience
- 5+years Lean Logistics experience
- ISO Integrated Management System experience
- Managing workforce greater than 100+
- Extensive experience in supply stream methods – Kanban Supply, Sequence Supply, Pick to Light, or various other methods of supply.
- Extensive experience in the Automotive field
- Able to work in a high pressure and stressed environment
- Good track record of Project Management
- Willing to work Shifts.
- Own transport
- Willing to travel if required
DUTIES & RESPONSIBILITIES:
Ford Operations:
- Full accountability and leadership on all aspects of the Ford Silverton operations in Gauteng,
- Accountable for all initiatives implemented across these operations, including potential new scope.
- Meeting of all customer SLAs.; Compliance of sites to DSV standards; SHERQ – achieve minimum requirements; Implement and maintain Quality Management System at all departments.
- Be involved in unlocking synergies within operations to improve competitiveness of solution; Drive synergies with other DSV business units, where possible, to improve operational performance.
Client Relationships:
- Ensuring client’s needs and expectations are consistently met within scope of the SLA.
- Client interaction and issue resolution to ensure client satisfaction.
- Structured management reviews to review performance and discuss strategic initiatives.
Commercial / Financial:
- Thorough understanding and application of contract and service level agreement to achieve account stability and profitability.
- Responsible for P&L and Accounting queries for Operations
- Claims resolution, investigate and understand claim details per incident, report internally and negotiate and process compensation when valid.
- Identify and support initiatives to further improve account profitability.
Operational Performance:
- Actively managing daily operational performance to consistently achieve performance metric targets.
- Delivering on client and internal continuous improvement requirements and driving Lean culture
- Internal stakeholder communication management ensure agreed to meetings, conference calls and forums are planned and conducted internally as agreed to by all stakeholders, this is an ongoing requirement.
- Customer dissatisfaction process analyses failures with regards to deliveries, client complaints, damages etc. to determine root cause and corrective actions.
- Follow through on corrective actions and close the Corrective and Preventative Actions Process
People Management:
- Firm and consistent approach to ongoing performance measurement and management of team.
- Ensure effective resourcing in all departments to deliver the expected services.
- Resolution of all IR issues in conjunction with HR.
- Coaching and mentoring of team to achieve client objectives.
- Individual Development Plans and succession plans in place for all critical roles.
- Drive training interventions to close skills gaps in operations.
- Ability to handle conflict in any situation as may be required.
Client Expectations:
- Monthly KPI dashboard consolidation and reporting, root cause analysis and corrective action implementation and tracking.
Launch Activities:
- Actively manage and support all launch related activities – Manage the Change, new launch programs, change control and obsolescence management at Ford Assembly Plant.
- Ensure operational readiness to support programs.
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Minimum Requirements:
- 5 Years sales experience of which at least 3 must be in logistics or solution selling.
- Own Vehicle, driver’s license, ability to work overtime and travel nationally.
Qualifications:
- Matric (Essential).
- Tertiary Qualification (advantageous).
Elective:
- Logistics, business management qualification.
Duties and Responsibilities:
- Identify and record upsell opportunities within base where DSV does not have all general courier biz (SoW)
- Movement of growth opportunities to next sales stage monthly, with agreed deadline to final stage
- Completion and updating of boiler plate account plans (A, B, C's account)
- Customer account review meetings/health checks - small and medium
- Customer account review meetings/health checks - large and/or strategic
- Identify service issues, minuted, addressed with operations, escalation process followed where agreed with manager
- Proactive Customer Satisfaction management (CSP) on time actioning and closing of cases
- Weekly DSO management to ensure customer pays within the agreed payment terms (3%). Escalate delays by cob each week
- Manage and escalate customers under threat (at risk of churn or exit), with defined account plan.
- Monthly review of unprofitable customers, plan to address and rectify
- Obtain 1 referral per month from customer base
- Monthly review of up/down trade to identify and address discrepancies on downtrade, with factual evidence
- Review and update CAP quarterly for top 3 customers in portfolio (add client and company matrix versus our service offering)
- Maintain rate card and implement annual rate increase across customer base aligned with a goal discussion on the account
- Attend sales training and product refreshers and courses for which you are nominated. Evidence learning when required.
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Job-related Requirements
- Minimum of 1 - 3 years’ experience in the industry or similar role
- Ability to liaise effectively with clients and colleagues at various organizational levels
- Skills of achieving targets
- Must be patient, persuasive and persistent.
- Punctuality and good time management skills
- Good administrative & daily planning skills
- Ability to adapt to a rapidly changing environment/technology.
- Ability to work under pressure & meet deadlines without fail.
- Ability to work without supervision.
- Effective verbal and written communication skills
- Effective presentations skills
- Must be someone that works well within a team and has a positive outlook
- Own reliable transport & Valid Drivers licence
- Grade 12 / Matric is a fixed minimum requirement for all roles within DSV.
- EE candidates will be considered first.
ADDED ADVANTAGES FOR THIS ROLE
- Effective customer communication skills (verbal / writing)
- Experience in onboarding customers within the logistics environment
- Experience in customer retention
- Experience in customer growth
ESSENTIAL DUTIES AND RESPONSIBILITIES
- Main responsibility is customer retention and growth within the portfolio, effective account management and protection of revenue by providing excellent service to DSV clients.
- This should be achieved by (but not limited to):
- Represent the DSV brand with pride and professionalism.
- Maintain and expand the existing client base in the local courier and distribution market for the assigned region, meeting set monthly and annual targets.
- Update and maintain the internal CRM system.
- Handle general administrative tasks, including client portfolio analysis and weekly reporting to the Regional Retention Manager.
- Manage clients' debtor days within company requirements.
- Create sustainable value for customers by adopting an innovative approach to their business.
- Ensure required monthly targets & KPI’s are met.
- Provide monthly billing and financial reports to stakeholders.
- Continuously monitor competitors and industry trends.
- Assist in tender and proposal preparation, including presentations.
- Maintain regular inter-departmental communication.
- Identify cross-silo solutions and collaborate with other department heads for successful partnerships.
- Achieve the expected client call ratio KPI as specified by your manager.
- Ensure client files are regularly updated in compliance with company procedures and Quality Management System.
- Fulfil any other duties as requested by Management.
Method of Application
Use the link(s) below to apply on company website.
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