EXPEDITORS SA (PTY) LTD – April 2021 to Date
Employed in the Commercial Department / JNB District Sales Manager
Job Description
In no given order
Direct Report – District Manager
Responsibility
- Professional handling of clients, direct reporting staff and colleagues, and all duties related to the above position, which inter-alia include, but are not restricted to the following:
Scope of Position
- Leads the District Sales Program through the development of the District Sales team
- Ensure a consistent and effective District Sales Program inside every one of Expeditors global offices.
- Supporting the growth of each product and service within the district as well as driving collaboration with the global network.
- Responsible for recruiting and developing sales executives both at entry and senior level positions in addition to maintaining an on-going pipeline of candidates.
- Maintains the momentum and Sales consistency which results in steady and ever-increasing revenue and market share growth for the district and the company.
- Client Training: Imports/Exports, Incoterms specifically but not limited to:
Key Deliverables
- Lead a Successful Sales Program
- Create and drive the tactical business plan to support company objectives
- Joint sales calls to ensure optimal business closures
- Managers & Stakeholders Interaction/Meetings, presenting a monthly sales analysis (Volume /
Revenue etc.) Managed through the District P&L
- Catalyst for the facilitation and management of any product initiative
- Maintain an effective Marketing approach aligned with the branding guidelines, to include consistent customer proposals and communication, as well as hosting regular customer events
- Perform, meet and exceed all KPI requirements
- Contract negotiations
- Prepare financial reports, and forecasts
Manage the Sales Department
- Create and manage the sales budget
- Lead and facilitate weekly Sales meetings for Sales, Product, and Geo communication and collaboration
- Manage CRM activity to ensure a healthy pipeline, with a minimum of 4 times target requirements
- Drive performance to meet and exceed revenue expectations
- Monthly pipeline reviews with each sales executive
- Review all bids that are to be submitted to a customer on behalf of the district
- Develop the Sales Team (Recruiting and hiring to support optimal staffing level)
- Responsible for all training for required job skills
- Quarterly performance reviews
- Joint sales calls (minimum of four) each month with all Sales Executives (can be adjusted to bimonthly for sales teams larger than five)
- Develop, review, and implement new business strategies
- Create new business relationships between the sales executives and customers
- Acquire more business acumen through research, analysis of the industry trends and developments
- Assist in leading and presenting full supply chain analysis, propositions and solution driven proposals
Skills
Have superior negotiating skills
Have excellent time, planning and project management skills
Able to flawlessly present and communicate in both written and verbal forms
Very analytical and strategic approach to all supply chains and links between each supply chain
Resilient, detailed and creative
Successfully work on own and teams’ initiatives/KPI requirements
Handle demands, targets, guidelines, and high stress situations
Excellent networking and business acquisition skills
Consistent, dependable and efficient
Advanced leadership and organizational skills. Profound ability to motivate teams across the business
Ability to understand local and international markets and key industries present in these markets
Systems & Controls
- Responsible for evaluation and selection of New Business
- Branch REV report / P&L for commercial team and reporting on monthly achievements
- Analyzing monthly trends (By Customer / Revenue / Volume by Product)
- Reconciliation of up/down trading to ensure we retain customers full wallet share
- Annual training (52 Hours)
- Weekly/Monthly/Quarterly & Yearly performance reviews with the Commercial Team
- Strategic Business Growth reporting and analytics to ensure market growth
- Full report writing up to District Manager / MAIR Directors
- Report on mismanagement or general business risks to Executive Board
