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South Africa

Manager II: Sales (Isando)

Company Barloworld Automotive & Logistics Africa
Reference # BDISAND
Published 20/02/2020
Contract Type Permanent
Salary Market Related
Location Isando, Gauteng, South Africa
Introduction
The core purpose of the role is to execute strategic business plans for business growth and sales outcomes for the Supply Chain Solutions Business. The incumbent is responsible for building partnerships with new clients, employees and other key stakeholders, targeting profitable and sustainable key accounts, acquiring new business, supporting new product & solution development and facilitating excellent customer service as a professional representative and brand ambassador for the Supply Chain Solution Business.
Job Functions Business Development,Sales
Industries Distribution, Warehousing & Freight,Fmcg (Fast Moving Consumer Goods Sector),Freight / Shipping / Transport / Import / Export,Logistics,Sales,Supply Chain
Specification
1.Strategy and business results
a.Support the development of strategy by contributing technical expertise in the area of business targeted by the Supply Chain Solutions Business
b.Formulate tactical plans for the sales team to attain the business targets and ensure continued, sustainable and profitable revenue flow for the business.
c.Generate new business opportunities
d.Closely interact with other Barloworld sales and business development colleagues in order to leverage opportunities
e.Generate new demand and new business leads through multiple channels including leveraging networks, demand creation, Tenders, RFQ processes, cold calling, cross selling and up selling, etc.

2.Business development
a.Support and implement account development plans to grow the business, ensuring sustainable business performance.
b.Represent the company in negotiations to secure the most favorable contract terms.
c.Drive a culture of continuous innovation and improvement to ensure that the Supply Chain Solution business remain at the forefront of the industry.
d.Control proposals by ensuring that the scope of the proposal and client expectation is commensurate with the revenue earned - build accurate business cases and costing models and ensure accurate costing and pricing in proposals.
e.Manage the transition to new technologies in the market offering.

3.Customer centricity
a.Establish and maintain effective formal and informal links with major customer stakeholders to cement sustainable relationships and ensure contractual KPIs are met as defined in the Sales Standard Operating Procedure.
b.Engage with and develop relationships with associated stakeholders in government departments and agencies, local authorities, other key decision-makers to ensure that the Business is providing the appropriate range and quality of services.
c.Be the link between the technical delivery team and the client expectation - ensure that there is consistency between the sales promise and execution delivery
d.Create, manage, maintain and grow client relationships as per the Sales Standard Operating Procedure and pro-actively seek ways to foster client satisfaction.

4.Own the end to end sales process
a.Manage the sales pipeline from lead and demand generation, through proposal, to closing of deal
b.Administer business opportunities in the Customer Relationship Management Tool
c.Responsible for communication and feedback on sales to the National Sales Manager and the team
d.Manage end to end RFQ/RFP/RFI processes
e.Prepare excellent proposals and present complex value opportunities to clients at senior levels
f.Develop networks and contacts at the appropriate level
g.Effectively communicate with clients, National Sales Manager, team members and stakeholders at all stages of the sales development cycle
h.Guide the sales process by involving National Sales Manager and technical experts at the appropriate time in the sales cycle
i.Negotiate deals (understand the difference between selling and negotiating) and close the deal.
j.Manage the transition from sales to execution and on time payment for opportunities closed.
k.Manage the contractual aspects of sales with the legal team (NDA’s, contracts, terms and conditions)

5.Financial management
a.Manage sales performance and reporting.
b.Monitor delivery to ensure that budget targets are met, that revenue flows are maximised and that fixed costs are minimised.

6.Talent Management and employee performance
a.Direct and control workforce planning of the sales team by championing an effective talent strategy.
b.Implement an integrated performance optimisation process to drive performance excellence through the Sales Team and not own performance.
c.Drive a climate and culture of high performance and employee engagement, in line with Barloworld’s employee value proposition.
d.Manage, develop and coach own team.
Requirements
•Tertiary qualification in business or freight forwarding / transport / logistics / supply chain management
•INCO Terms Course
•B. Com Marketing / Sales degree or diploma/ Advanced Management Programme/ Negotiation programme/Finance for non-financial managers
•5-7 years Freight Forwarding, Clearing, Sales and Customer Retention and Contract logistics experience (at least 3 years)
•Proven track record of negotiating high value contracts
•International trade exposure with proven track record of understanding market trends and applying product knowledge
•Full operational exposure/experience across the business
•Finance and insurance risk compliance
•Demonstrated commercial and business acumen
•Negotiating and influencing at Executive Manager Level
•Supply Chain Management exposure (end to end)
•Good understanding of INCO terms (risk, commercial side)
•Above average level of knowledge of Customs formalities, Port Infrastructure and Air, Sea and Road regulations, including cross-border
•Sound knowledge of guidelines, and requirements to develop and submit solutions
•Sound knowledge of Costing Models, Finance and Insurance
•Compiling SOP's and SLA's
•Drawing up of contractual agreements
•Knowledge of the RFP process and general customer proposals compilation and submission process
•Highly developed communication skills to sell, negotiate, influence, present at multiple business levels
•Excellent interpersonal skills to network and handle conflict, including sensitivity to diversity
•Strong ability to interpret numerical information
•Sound critical thinking skills to analyse and diagnose requirements or problems, develop integrated solutions and solve relatively complex problems
•Ability to memorise and recollect information
•Computer, technology and systems skills - Excellent knowledge of MS Office suite and the CRM tool
•Sound Emotional Intelligence Skills
•Understanding of Warehouse and Operational Management principles
•Strong drive to growing the business
•Customer centricity and focus
•Commitment to behaving correctly & ethically
•Focus on convincing and persuading
•Focus on getting things done, including managing and achieving tight deadlines
•Perseverance
•Remain resilient with stress, pressure, stringent timelines and multi-tasking
•Focus on innovating and solution development
•Orientation towards growing & nurturing relationships
•Readiness to make and own decisions
•Concern for communicating clearly and effectively
•Preference for team working
•Enthusiasm for learning, sharing and growing
•Strong inclination for change agility
•Maintaining energy levels
•Preference for making contact with others
•Commitment to maintain business awareness
Job Closing Date 28/02/2020
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Last Updated: 13-2-2020 [20.02.01.00]
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