Sales Manager

2 weeks ago

Johannesburg, Gauteng, South Africa DHL Full time

Deutsche Post DHL (DPDHL) is the logistics provider of the world with over 520,000 employees in more than 220 countries and territories.

DHL Global Forwarding, Freight (DGFF) is the Group's air, ocean and road freight specialist.

We offer standardized transport as well as highly specialized end-to-end solutions to customers in a wide range of industries globally.


Connecting People. Improving Lives.

Key Responsibilities

  • Participate in design and ensure implementation of the sales plans to deliver business growth, profitability and enhance customer retention in line with Group guidelines and policies.
  • Draft sales plan reflective of market potential covering aspects such as sales forecasts, revenues, costs and budgets for a defined area/ territory
  • Contribute to the development of sales, marketing, customer retention, advertising, pricing and distribution strategies
  • Achieve customer retention, business growth and profitability for the area/ territory
  • Review and manage the cost of sales for customers allocated to the sales Team.
  • Adhere to agreed pricing policies, monitor profitability against targets and manage price renegotiation
  • Monitor closely sales, revenues and costs against forecasts to identify problem areas
  • Analyze performance of sales team, adapt procedures or reallocate resources to improve the overall performance and sales results
  • Identify improvement areas based on pipeline reporting in collaboration with sales effectiveness
  • Understand the value of key technologies and industry development and identify change needs for the territory/ area's sales team
  • Make use of market trends and customer requirements and support translation of products/ services into solutions to meet their needs
  • Master sales performance and refine sales strategies as required
  • Support customer strategies, contract negotiations, cross selling activities and supply chain management processes.
  • Pursue major prospects and lead significant negotiations
  • Endorse use of sales support processes and tools to ensure sales force effectiveness
  • Make minor changes to resolve issues in existing systems and processes to enhance daytoday activities, some of the problems may not be clearly defined and may require analysis.
  • Reach agreement with external parties to accept complete proposals and programs where there is little interest in cooperating or participating.
  • Negotiate and authorize agreements/ contracts, changing terms and conditions where required.

People management

  • Coach sales representatives on the technical aspects of products and services, marketing campaigns and sales promotions, and sales techniques, procedures, and standards to help them achieve sales targets
  • Determine organization structure, roles and responsibility and performance targets for the function
  • Develop a culture of quality, service excellence (for internal customers), flexibility and cost consciousness
  • Develop a team spirit and multitasking capabilities within the team
  • Plan, organize and direct an efficient and effective function
  • Develop KPI's with team members and monitor individual performance
  • Conduct performance appraisal, including coaching
  • Manage the allocation of appropriate resources and commitment of staff to the achievement of Global, Regional and Country objectives and targets
  • Identify training needs and opportunities to develop a highly skilled functional department.
  • Direct and supervise team for achievement of goals by assigning work, timelines, reviewing output and managing performance.
  • Recruit, motivate, develop, and coach team members

Job Requirements

  • Knowledge and experience of Sales Management, Strategy, New Business Development, Revenue Growth, Sales Targets, Sales Forecasting, Budgets, CRM, Customer Satisfaction, Customer Acquisition, Customer Retention, Customer Segmentation, Market Segmentation with the Logistics Industry
  • Outstanding communication and negotiation skills and the ability to focus on outcomes.
  • Team Management
  • Proven ability to build and manage relationships.
  • Champion for development of successful sales engagement.
  • Ensure a sound understanding of, show knowledge of and be strongly conversant in our industry workings.
  • Strategic thinking
  • Persuasiveness
  • Systematic problem solving

Qualifications/ Skills

  • Bachelor's Degree in related fields
  • 6 + years within the transport, logistics or freight forwarding industry (or similar service industry).
  • 6 + Experience in Sales in the industry with a proven record essential
  • Experience managing a Sales /Customer Service team.
  • Analyzing skills
  • Customer Orientation
  • Planning and Organizing
  • Decision Making
  • Results Orientation
  • Teamwork
  • Accountability
  • Communication skills
  • Self-Management

We offer:

  • Opportunities in a global company where you can contribute your ideas and skills to move towards our shared goals.
  • Possible further career development
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