Sales Manager, Distribution - DSV, Cape Town

  • Cape Town
  • Salary: Market Related
  • Job Type: Permanent
  • Sectors: Sales
  • Posted by DSV on Monday, January 6, 2020
  • Reference: 24679
  • Apply before Friday, March 6, 2020 - 15 Days left

Vacancy Details

Employer: DSV

Main purpose of role

The main purpose of this role is to manage the new & retention teams for the cape region and meet monthly and annual sales business targets

 

Duties and responsibilities

Achieve Sales Targets monthly, quarterly and annual.

Cash Flow – Hit the accounts receivable target quarterly

EBITDA – Ensure client profitability by selling at band rates to ensure national profitability (proposed spend on credit app vs. actual)

Action any unprofitable clients that get allocated to the region to rectify, this is escalated to RSM by Sales Director

Growth – Hit quarterly revenue budget and ensure the full year new business target achieved for Inland Region as well as extended budget

Ensure growth within the entire Inland Region

Ensure that Dear John process is followed on all lost client and regain at least 1 lost client per annum.

Quality – Hit the quality objectives set for the financial year

Ensure the team conduct quality calls with clients and document quality minutes.

Develop individual new business strategy, ensure this is implemented and reviews done with GM, SD 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 (lesser the variance between forecast and actuals)

Compliance to the key performance indicators as set for the financial year.

Ensure team are hitting the targeted amount of monthly client calls. (15- per week)

Ensure all activities are loaded on the CRM System and that quality information is captured.

Ensure that the team follows the CAPA process to resolve reoccurring issues with clients, monitor and measure service improvements.

Ensure monthly business reviews are consistent and that the correct data is presented to the client with actions plans on how we anticipate improving. Measure the outcomes.

Accomplish Regional Sales Human Resource objective by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counselling 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; analysing variances; initiating corrective actions.

Establish sales objectives by creating a sales plan for the region in line with the National objectives.

Maintain and expand retention 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.

Implement trade promotional opportunities.

Remain up to date by participating in training opportunities offered by the organization; reading professional publications and maintaining personal networks.

Direct and co-ordinate all sales activities.

Consult with other department heads to ensure Sales remains up to date with changes in service offering and feedback on operational shortfalls.

Visit regional branches to ensure compliance to sales requirements and strategy and assist with new business opportunities.

Direct the Sales Executives, BDM’s and Sales Support staff to keep records of all correspondence, tender submissions, credit applications and other documentation as indicated by the company’s internal sales operating procedures.


Candidate Requirements

Computer Literacy

Intermediate Level

Skills, knowledge and experience in MS Office and CRM Systems

 

Job related requirements

Tertiary qualification will be advantageous

Unendorsed Drivers licence and own reliable transport.

Ability to travel.

4-6 years’ experience in Sales environment.

Experience in mentoring and training

Exposure to managing staff

Ability to achieve new business targets set

Tender Management

Developing and managing a qualified new business pipeline for a team as well as setting new business sales budgets.

Reporting day to day to the General Manager

Monthly reporting

 

Electives

Basic understanding of industry supply chains

Strong administrative skills with high attention to detail

Strong new business development skills

Strong business retention skills

Strong interpersonal skills

Apply before Friday, March 6, 2020 - 15 Days left Companies may expire jobs at their own discretion. If you have not received a response within two weeks, your application was most likely unsuccessful.
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About DSV

VISION
We want to be a leading global supplier, fulfilling the customer needs for transport and logistics services, targeting extensive growth and being among the most profitable in our industry. This way we are able to set the pace and direction of our own development while being an attractive business partner.

WHY DSV

Truly global
We’ll give you 43,000 colleagues in 80 countries all over the world. We’re a global family.

Ownership
We’ll encourage you to act as if DSV was your own business. Our local branches work very autonomously and decisions are made close to the customer. This is what makes us unique, agile, and strong.

Performance
You’ll join a group of highly dedicated people who strive to improve every day. If you like a challenge and a constantly changing environment then join us.

Learning
Our DSV academy will give you access to knowledge and training which will allow you to grow and influence the path of your career. We want you to realise your potential and reach your career goals.

We grow together
You’ll be part of a genuinely fast-growing company. We started our journey in 1976, and since then we have expanded our market share immensely. But we have only just begun – the most exciting time to join DSV is now!

Glocal career development
You’ll have access to a massive network of possibilities. We build inspiring careers locally and internationally.

Informal environment
You’ll be part of a dynamic and informal environment, where people speak their minds. This allows us to move fast, stay ahead and face challenges head-on. This is the DSV way.

Empowerment
We’ll empower you to make a difference. We believe that people do great things, when they are given the opportunity and support they need to succeed. We trust in people.

OUR FACILITIES
We have a number of different divisions within South Africa with various areas of specialisation : DSV Healthcare, DSV Mounties, DSV Distribution, DSV Contract Logistics, DSV Road, DSV Air & Sea