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South Africa

Senior Manager I: Key Accounts (Isando)

Company Barloworld Automotive & Logistics Africa
Reference # KEYACC01
Published 20/02/2020
Contract Type Permanent
Salary Market Related
Location Isando, Gauteng, South Africa
Introduction
The core purpose of the role is to retain existing customers of Barloworld Supply Chain Solutions, to find opportunities to increase revenue with us and to protect the business from the threat of competitors. The incumbent is responsible for deploying BBS principles in their key account management strategies and plans as well as negotiating rates and commercial terms on an ongoing basis and managing service-related issues as a professional representative and brand ambassador for Barloworld Supply Chain Solutions. The incumbent is also responsible for building and leveraging relationships with sales and operational staff and other key stakeholders nationally and internationally.
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.Formulate key account management plans nationally to retain and expand current business targets and ensure continued, sustainable and profitable revenue flow for the company.
b.Support business opportunities for existing clients.
c.Closely interact with inter-company Barloworld sales and business development teams in order to leverage opportunities.
d.Communicate new demand and new business leads through multiple channels including leveraging networks, cross selling and up selling within the Barloworld Group.

2.Key Account Management
a.Ensure appropriate agreements at account level are in place with network partners and maintain the crucial agent relationships.
b.Develop joint sales plans with network partners.
c.Represent the company in negotiations to negotiate rates and commercial terms and secure the most favorable contract terms.
d.Drive a culture of continuous innovation and improvement to ensure that the Supply Chain Solutions business remain at the forefront of the industry.
e.Manage 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, pricing and product offering in proposals.
f.Manage the transition to new technologies in the market offering.
g.Produce required management reports and review with customer at required intervals

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.
b.Be the link between the technical delivery team and the client expectation - ensure that there is consistency between the sales promise and execution delivery.
c.Create, manage, maintain and grow client relationships and pro-actively seek ways to foster client satisfaction.
d.Prepare excellent proposals and present complex value opportunities to clients at senior levels.
e.Negotiate deals (understand the difference between selling and negotiating) and close the deal.
f.Manage the transition from negotiation to execution and on time payment for opportunities closed.
g.Effectively communicate with clients, executives, team members and stakeholders at all stages of the customer life cycle.
h.Implement plans to ensure key account management team have the appropriate product and relevant solution knowledge.

4.Financial management
a.Manage financial performance and profitability of key accounts.
b.Monitor delivery to ensure that account growth targets are met and that revenue flows are maximized.

5.Talent Management and employee performance
a.Direct and control workforce planning of the team by championing an effective talent strategy.
b.Implement an integrated performance optimisation process to drive performance excellence. Drive a climate and culture of high performance and employee engagement, in line with Barloworld’s employee value proposition. Manage, develop, coach own team.
Requirements
•Tertiary qualification in business or freight forwarding / clearing / transport / logistics/ supply chain
•INCO Terms Course
•B. Com Marketing / Sales degree or diploma/ Advanced Management Programme/ Negotiation programme/Finance for non-financial managers
•An MBA Degree specialising in Supply Chain/Logistics
•8-10 years Freight Forwarding, Clearing, Sales and Customer Retention and People Management Experience (large teams), contract logistics experience (at least 5 years)
•Proven track record of negotiating complex and 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)
•Deep understanding of INCO terms (risk, commercial side)
•Expert 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 and for routine orders
•Deep knowledge of Costing Models, Finance and Insurance
•Compiling SOP's and SLA's
Understanding of Warehouse and Operational Management principles
•Drawing up contractual agreements
•Knowledge of the RFP 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
•Excellent Emotional Intelligence Skills
•Distribution knowledge
•Customer centricity and focus
•Commitment to behaving correctly & ethically
•Orientation towards growing & nurturing relationships
•Focus on innovating and solution development
•Focus on getting things done, including managing and achieving tight deadlines
•Preference for making contact with others
•Remain resilient with stress, pressure, stringent timelines and multi-tasking
•Preference for team working
•Readiness to make and own decisions
•Strong inclination for change agility
•Perseverance
•Concern for communicating clearly and effectively

•Enthusiasm for learning, sharing and growing
•Maintaining energy levels
•Focus on convincing and persuading
•Strong drive to growing the business
•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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