Head of Sales

Job Position: Head of Sales

Ref: 4492

Location: Johannesburg (Edenvale)

**Salary**: R1 million per annum CTC commensurate with qualification and experience

Qualifications / Requirements:

- Matric
- B Degree and/or Honours Degree or a relevant Post Graduate Qualification
- Minimum of 5 to 10 years sales experience, preferably in the freight forwarding industry
- Strong sales experience and has worked in a business development role
- Solid working knowledge of sales, business development and planning
- Track record in Freight Forwarding, Clearing and Contract Logistics industry
- 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 judgement is essential
- Project management skills
- Presentation skills
- Problem solving
- Excellent interpersonal skills
- Excellent negotiations skills

Key Performance Areas:

- 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
- 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 - important to understand new trends and competition in the market
- Ability to analyse prospective client's business needs and then transfer this into a service offering
- Strategically grow the 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 company’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
- 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
- Ensure 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 company 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
- Deliver new business in terms of company annual new budget targets
- Maintain expenses within budgeted guidelines
- 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 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
- Successful account take-on with Credit Management team

**Salary**: R80,000.00 - R90,000.00 per month

**Education**:

- Certificate (preferred)

**Experience**:

- B Degree and/or Honours Degree: 3 years (preferred)
- freight forwarding industry: 5 years (preferred)
- Strong sales: 3 years (preferred)
- sales, business development and planning: 3 years (preferred)
- Freight Forwarding, Clearing and Contract Logistics industry: 3 years (preferred)
- Lead the forecasting of revenue earnings: 3 years (preferred)
- bids / tenders / RFQ's / RFE's /RFP's: 3 years (preferred)
- Maintain and grow relationships with core client base: 3 years (preferred)