Create and drive the vision and strategy for the Sales Program, so that the sales team is consistently increasing revenue and market share.
Develop a growth strategy focused both on financial gain and customer satisfaction, for sustainable growth.
Conduct research to identify new markets and customer needs, assess market trends and develop plans accordingly.
Role model behaviours and optimize process execution within the value chain of; identify lead- qualify lead-request for quote (RFQs)-quotations-negotiation-closing deal & handover to Service Delivery.
Promote the companys products / services addressing or predicting clients objectives.
resolving internal priorities.
Close new business deals by coordinating requirements; developing and negotiating contracts; integrating contract requirements with business operations.
Actively engage in closing large opportunities with the Sales executive team.
Create and manage the Sales Department budget, to achieve and exceed targets.
Facilitate weekly Sales meetings for Sales and Product, to ensure sales efforts are focused and that any corrective actions are taken.
Conduct periodic one-on-one discussions, pipeline review and performance reviews to ensure sales efforts are focused and that any corrective actions are taken.
Keep records of sales revenue and liaise with operations to ensure proper reporting of financial figures (Gross and Net Revenue).
Prepare sales contracts ensuring adherence to law-established rules and company policies
Provide trustworthy feedback and after-sales support for sustainable growth.
Manage own customer portfolio to contribute directly to gross revenue targets and growth.
Coordinate with the M&L Commercial team and support functions to identify competency gaps and build team effectiveness through training and development.
Product & Pricing
Align sales efforts with the commercial strategy through close collaboration with Product & Pricing to maintain effective (win rate), timely (response time), value accreditive (profitable) sales quotations.
Collaborate with Product & Pricing to challenge and build a new and improved product offerings that meet customer needs & assure the Company remains price competitive.
Build long-term relationships with new and existing customers, for sustainable growth.
Monitor and maintain a healthy business opportunity pipeline in the commercial pipeline and Customer Relationship Management (CRM) system, by scanning the market and pitching business opportunities to internally build into sales plans.
Identify and analyse new project development in the market, and continually be on the look for these opportunities to maximize share of wallet.
Maintain an effective Marketing approach aligned with branding guidelines, to include consistent customer proposals and communication.
Collaborate with Marketing to engage audiences and clients more deeply, by building market understanding of Freight Logistics specific products.
Liaise with operations to ensure service delivery is in accordance with customer requirements and compliance
Collaborate with Finance Accounts Receivable team on Overdue Outstanding to reduce bad debt.
Support the improvement of invoice accuracy by evaluating root causes within the sales process and implement corrective actions.
Leadership & Performance Management
Manage objectives & KPI setting, coaching and performance monitoring of sales team, to optimize sales performance and implement early course corrective actions if required.
Review and coach Sales team towards expectations and prepare the team to successfully approach all new business.
Create and manage career development plans for Sales Executives
Secure sufficient Sales personnel to effectively engage the market customer base. Continually recruit and interview to find new potential candidates and maintain candidate pool.
Bachelors Degree and above
Minimum of 10 years in Sales
Minimum of 5 years in Freight Forwarding and logistics field
Market / Industry / Functional Knowledge :
Good understanding of Market trends
participating in professional organizations.