National Sales Manager

PURPOSE OF THE JOB

To undertake service excellence in building human capability and capacity, encouraging customer engagement and increasing profit(s) per customer. To embark on continuous system(s) and process(es) improvements and consistency. To develop, establish and maintain Sales strategies to meet organizational objectives. Effective management of sales executives while maintaining our core values (Teamwork, Integrity, Innovation, Trust, Respect and Quality) and culture.

KEY PERFORMANCE AREAS

Authorities

• Decision making authority Freedom
  to act within established policies and procedures.
• Purchasing / Expenses Compiling
  and overseeing the annual budget for the Sales division.
• Selecting and approving suppliers in conformance to the stipulated and approved SDB ISO procedures.
• Human Resources / Staff Hiring
  and firing in conjunction with the Managing Director and stipulated SDB Human Resource policies and procedures.
• Recommending and approving salary and bonus packages in conjunction with the Managing Director.
• Approving leave applications for staff members.
• Resources
  Authorized to decide how existing resources should be utilized to achieved predetermined goals.

Strategy

• Providing input to the strategic planning for the department.
• Ensuring that goals are in line with the Company's growth and profit targets.
• Monitoring department activities to ensure that the strategic plan is being implemented at Department Level.
• Providing input to set-up the national distribution network to handle import, export and local distribution countrywide.
• Formulate and implementation of a Marketing strategy that is in line with the company's strategy.

Management

• Ensuring that the business image is portrayed to meet the standard of becoming the number one third party logistics service provider in South Africa.
• Conducting department meetings on a regular basis to monitor the progress of the department.
• Ensure that the staff members are aware of all Head Office developments and that they are communicated with on a regular basis.
• Assists Management and staff with problem solving.
• Initiate, recommend and provide solutions via the designated channels (Managing director / Management representative).
• Consistent follow-up, and assist to close deals

Key Business Drivers

• Strive to continuously achieve the following key business drivers in relations to key performance indicators.
• Increase profit per customer
• Access to capital
• Positive Cashflow
• Customer engagement
• Customer service excellence
• Savino brand awareness
• Risk management
• Continuous systems and process improvement
• Building human capital and capacity ahead of demand

ISO Quality System (Policy and Procedures

• Ensuring all the ISO requirements are implemented and adhered to by all staff members.
• Managing and initiating action to prevent occurrences of any nonconformities relating to stipulated processes and procedures.
• Identify and record any problems relating to the processes, procedures and the Quality System.
• Initiate, recommend or provide solutions through the designed channels (Managing Director / Management Rep).

Budget

• Compiling and overseeing the annual budget for the Department.
• Authorized for CAPEX as approved in the annual budget or subject to obtaining authorization from the Managing Director and Finance Director.
• Monitoring expenses monthly.
• Authorizing, monitoring and controlling expenditure to ensure it is kept within budget amounts.
• Ensuring budgets are maintained.
• Reporting variances to the Managing Director.

New Business Development

• Liaising with Directors to develop new products and identify new business areas.
• Ensuring that all new business areas are fully exploited.
• Providing continual feedback to Directors with regards to results obtained and product improvement.
• Ensuring all new clients have signed SDB's Standard Terms and Conditions as well as Credit Application form in conformance to the stipulated and approved SDB ISO procedures.

Sales Targets Achieved

• Departmental target
• New Business Sales targets set for the Business Development Managers
• Existing Business growth targets set for the Logistics Consultants and the Account Managers
• GP% targets for all customers in the Sector
• Ensure that Sales Target are achieved.

Essential Job Functions

• Protect existing and nurture new relationships at a senior level with customers
• Deal with daily routine operational issues requiring the intervention of a manager
• Correctly identify issues that need to be escalated, for whatever reason.
• Develop and maintain our product knowledge.
• Monitor all Sales and CRMs activities: accurate records of all sales and prospecting activities including sales calls, meetings, presentations, close sales and follow-up activities
• Promote Savino's brand via the most effective mediums.
• Sign-off incentives.
• Coach, mentor and train Business Development Managers to obtain the company and department goals.

Teamwork and Discipline

• Ensure that the department is adequately staffed.
• Promoting teamwork to enhance a friendly and productive environment to promote and achieve growth.
• Maintaining discipline within the Department to ensure that productivity standards of subordinates are met, and staff morale is kept high.
• Implementing disciplinary or counselling procedures.
• Conducting disciplinary hearings in accordance with the stipulated and approved SDB Human Resources policies.

Key Performance Areas

• Conducting Performance Management – KPI's for all employees in the Department to ensure constant and high-performance levels.
• Monitoring performance and ensuring all employees understand their function, responsibilities and their interrelation within the organization.
• Developing, implementing, monitoring and maintaining KPA's and Performance Standards for all divisions in the Department.
• Ensure that the staff members are aware of all KPA's and the desired Performance Standards applicable to each of their functions.
• Monitoring the KPA's and Performance Standards.

N.B Working conditions are normal for an office environment. Work requires significant local travel and may require occasional overnight travel and weekend and/or evening work.

QUALIFICATIONS REQUIRED

• Matric
• A bachelor's degree in Sales and/or Marketing or related National Diploma
• Relevant tertiary qualification in logistics Air and Sea imports and exports would be advantageous

EXPERIENCE REQUIRED

• 7 - 10 years of Senior Management and Sales experience in Logistics and Transport and Supply Chain Management industry
• Valid Driver's License and own car

SKILLS AND KNOWLEDGE REQUIRED

Knowledge Required

• Forwarding, Clearing and Logistics
• SDB systems
• SDB products
• Industry
• Competitors
• Business Acumen

Skills required

• Computer literacy.
• System & software literacy.
• MS-Word, MS-Excel, MS-PowerPoint, MS-Outlook.
• ILS (In House systems).
• L-Shipping (In House systems).
• Shipshape.
• Mathematical analysis.
• Trend analysis.
• Leadership skills
• Management skills
• Presentation skills
• Negotiation skills
• Time management.
• Customer engagement
• Query Resolutions
• Excellent interpersonal skills
• Excellent communication skills
• Balance finely between objectivity and subjectivity
• Think strategic & solution orientated
• Change losses (risks) into profits (opportunities)
• Remove losses (processes or other) that do not work or contribute
• Well organized administered to solve problems and simplify matters
• Evaluation of work importance.
• Deadlines.
• Service Level Agreements.

Personal Attributes / Behaviours and Attitudes

The following primary attributes are required for effective job performance.

• Savino Core Values (Innovation, Respect, Trust, Teamwork, Quality and Integrity)
• Leadership
• Propensity to own
• Propensity to hand off
• Disciplined
• Resilient
• Frustration Handling
• Conflict Handling
• Problem Solving
• Responsiveness
• Self-confidence
• People Positive
• Assertiveness
• Ability to close a deal
• Professional and Presentable at all times
• Remain calm and collected when handling Pressure