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Manager, Sales, Road Logistics
2 weeks ago
**DSV - Global transport and logistics**
Location: Pinetown, KZN
Job Posting Title: Manager, Sales, Road Logistics
Time Type: Full Time
**Sales Manager, Regional, Sales, Road Logistics**
**Main purpose of the role**
The main purpose of this role is to manage the KZN regional New Business Sales team and meet set budgeted numbers.
**Tertiary Qualification(s) - Advantage**
**Computer Literacy Level - MS Word, Excel, PowerPoint & Outlook**
Intermediate
**Job Related Requirements**
- 2-4 years Sales Management experience
- 5 years Field sales experience new business/retention
- Management and monitoring of CRM System inputs and accuracy
- Track record in achieving new business targets set per annum
- Developing and managing a healthy new business pipeline and monitoring progress through the sales cycle.
- Experience in coaching and mentoring new business sales staff to achieve set KPI metrics and achieve new business numbers set.
- Tender Management
- Experience in selling cross silo solutions and presenting to C Level
- Maintain and grow existing customer base
- Ability to plan, communicate and successfully implement new business accounts ensuring all internal and external stakeholders are aligned.
- Monitory and management of new business customer base for achieving forecasted spend and profitability.
- Weekly and monthly reporting
- Competitor analysis and understanding market trends.
- Reporting day to day to the GM New Business Sales
- Ability to execute performance management processes and disciplinary action as and when required.
- Develop strategies to improve conversion ratios.
**Added advantages for this role - Electives**
- Basic understanding of our industry and supply chain
- Strong administrative skills with high attention to detail
- Strong business development skills
- Professional conduct & appearance at all times
- Strong interpersonal and conflict resolution skills.
- Positive attitude
**Duties and Responsibilities**:
- Cash Flow - Hit the accounts receivable target quarterly
- EBITDA - Ensure client profitability by selling at band rates to ensure national profitability
- Action any unprofitable clients that get allocated to the region
- Growth - Hit quarterly revenue budget and ensure the full year new business target is achieved for the Region as well as strategy to achieve stretch budget
- Ensure growth within the entire Region
- Ensure that the correct process is followed on all lost clients and regain at have a plan to regain lost accounts, this must be monitored and measured quarterly.
- Management of new business resources to ensure set KPI metrics are being achieved.
- Ensure the team conduct quality calls with clients and ensure a qualified pipeline.
- Develop individual new business strategy, ensure this is implemented and reviews done with GM and MD twice per quarter.
- Ensure that Executive Sponsors are visiting the top 3 clients per region at least twice per annum. Keep record of minutes of these meetings.
- Ensure accuracy of monthly forecasts
- Compliance to the key performance indicators as set for the financial year.
- Ensure the team members are providing quality opportunities and that pipeline forecast versus actual spend is managed and monitored to obtain full projected revenue.
- Ensure all activities are loaded on the CRM System and that quality information is captured.
- Close co-operation with internal departments to meet customer requirements
- Ensure monthly business reviews are consistent and that the correct data is presented to the client with actions plans on how we anticipate to improve. Measure the outcomes.
- Accomplish Regional Sales Human Resource objective by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling and disciplining employees in assigned Region.
- Communicating Job expectations, planning, monitoring, appraising and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
- Achieve Regional Sales Operations objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; resolving customer problems; identifying trends; determining regionals sales system improvements; implementing change.
- Meet regionals sales financial objectives by accurate forecasting; preparing annual budget; scheduling expenditure; analyzing variances; initiating corrective actions.
- Establish sales objectives by creating a sales plan for the region in line with the National objectives.
- Maintain and expand customer base by communicating with the Sales Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
- Recommend new initiatives requested by clients and service changes; surveying customer needs and trends; tracking competitors.
- Remain up to date by participating in training opportunities offered by the organization; reading professional publi
