Head of Sales

6 months ago

Johannesburg, South Africa Keller Executive Search Full time

Our Logistics client is recruiting for Head of Sales position to be based at its Head Office in Johannesburg, Greenstone Hill.

**Job Purpose**:
To lead and organise the National Sales team in the generation of new business across all industry verticals.Aim to achieve this by actively marketing Bidvest International Logistics to and establishing long term business relationships with target accounts. To sell the company's primary products and services locally and internationally by following a structured sales approach (Sales Performance Process Map).
**Key responsibilities of this role**
Business Development
Operational Excellence

**Main activities of this role**

Lead the forecasting of revenue earnings
Ensure reporting integrity of the Sales team
Ensure that bids/tenders/RFQ's/RFE's/RFP's are conducted, reported and captured into CRM
Ensure that post bid/tender/RFQ/RFE/RFP's are conducted, reported and captured into CRM
Proactively seek out new opportunities and build a portfolio of preferred clients within the various industry verticals.
Ensure that you and your team closely evaluate the competitors. It's important to understand new trends and competition in the market.
Ability to analyse prospective client's business needs and then transfer this into a BIL service offering.
Strategically grow the BIL customer base through prospecting and cold calling across industry verticals.
Maintain the sales pipeline. Ensure CRM is continuously updated (activity, closing forecasts, industry verticals, client contacts, market intelligence etc)
Maintain an in-depth knowledge of BIL's complete service offering.
Collaboration with internal stakeholders regarding new clients. Identify and resolve potential client concerns and build / develop client relationships.
Ensure participation in marketing events, trade shows, exhibitions and any company event.
Understand the market needs and requirements and then report this to the business. Use this information to strategies with internal stakeholders in order to update the BIL service offering accordingly.
Ensure operational implementation as per the Sales Process for your team
Support Trade Lane and our Global Partners on strategic target account strategies.
Ensure KPI's, SOP's and SLA's are implemented for new accounts prior to handover to servicing (use of handover document).
Profitability analysis for prospective new clients
Maintain and grow relationships with core client base through effective contact strategy.
Create and maintain high standards within the sales team in order to meet the dynamic needs of our clients. Achieve this by understanding what is required and then hire, train and educate the team based on the teams objectives.
Ensure the achievement of agreed revenue, targets and profitability.
Ensure that sales individuals visit five new and five existing clients per week.
Calculate and understand the sales conversion ratio.
Make sure the business is aware of the account opening process. Specifically, the company and legal documentation that is required to be submitted to and approved by credit.
Management and achievement of the new business target.
Maintain adherence to the BIL Implementation process (account opening procedure, operations introductions and account allocations).
Ensure adherence to the handover process (sales to servicing and sales to operations).
Create an environment where client queries and issues are attended to, communicated and resolved timeously.
CRM - importance that all client information and interaction is captured and shared to business regularly.

**Financial Responsibility (if applicable)**

Deliver new business in terms of BIL annual new budget targets
Maintain expenses within budgeted guidelines

**Performance Indicators**

Delivery of quarterly new sales results
Timely completion of all new business tenders and RFQs
Improve success rate of all tenders and RFQ's submitted
Thorough use of CRM
Successful account take-on with Credit Management team
Successful implementation and hand-over of new accounts
Timely submission of call reports by sales team
Ensure sales team achieve weekly target of 5 new sales calls

**Requirements**:
Matric

B Degree and/or Honours Degree or a relevant Post Graduate Qualification.
At least 5 - 10 years Sales Experience, preferably in the 3/4 PL and / or Freight Forwarding Industry.
Strong sales experience, and has worked in a business development role.

**Knowledge**:
Solid working knowledge of sales, business development and planning.
Track record in Freight Forwarding, Clearing and Contract Logistics Industry and 3/4 PL.

**Skills**:
Demonstrable ability to manage and lead a team
Intermediate full MS Office and CRM
Proven skills and expertise in client matters
The ability to work independently, to use initiative and sound judgment is essential
Project Management Skills
Presentation Skills
Problem Solving
Excellent interpersonal skills
Excellent negotiations skills
Organisation Skills

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