Purpose of Job:
To undertake service excellence in building human capability and capacity, encouraging customer engagement and increasing profit(s) per customer. To embark on continuous system(s) and process(es) improvements and consistency. To develop, establish and maintain Sales strategies to meet organizational objectives. Effective management of sales executives while maintaining our core values (Teamwork, Integrity, Innovation, Trust, Respect and Quality) and culture.
Key Performance Areas:
Authorities:
Decision making authority:
Freedom to act within established policies and procedures.
Purchasing / Expenses:
Compiling and overseeing the annual budget for the Sales division.
Selecting and approving suppliers in conformance to the stipulated and approved company ISO procedures.
Human Resources / Staff:
Hiring and firing in conjunction with the Managing Director and stipulated Human Resource policies and procedures.
Recommending and approving salary and bonus packages in conjunction with the Managing Director.
Approving leave applications for staff members.
Resources:
Authorized to decide how existing resources should be utilized to achieved predetermined goals.
Strategy:
Providing input to the strategic planning for the department.
Ensuring that goals are in line with the Company’s growth and profit targets.
Monitoring department activities to ensure that the strategic plan is being implemented at Department Level.
Providing input to set-up the national distribution network to handle import, export and local distribution countrywide.
Formulate and implementation of a Marketing strategy that is in line with the company’s strategy.
Management:
Ensuring that the business image is portrayed to meet the standard of becoming the number one third party logistics service provider in South Africa.
Conducting department meetings on a regular basis to monitor the progress of the department.
Ensure that the staff members are aware of all Head Office developments and that they are communicated with on a regular basis.
Assists Management and staff with problem solving.
Initiate, recommend and provide solutions via the designated channels (Managing director / Management representative).
Consistent follow-up, and assist to close deals
Key Business Drivers:
Strive to continuously achieve the following key business drivers in relations to key performance indicators.
Increase profit per customer
Access to capital
Positive Cashflow
Customer engagement
Customer service excellence
Company brand awareness
Risk management
Continuous systems and process improvement
Building human capital and capacity ahead of demand
ISO Quality System (Policy & Procedures):
Ensuring all the ISO requirements are implemented and adhered to by all staff members.
Managing and initiating action to prevent occurrences of any nonconformities relating to stipulated processes and procedures.
Identify and record any problems relating to the processes, procedures and the Quality System.
Initiate, recommend or provide solutions through the designed channels (Managing Director / Management Rep).
Budget:
Compiling and overseeing the annual budget for the Department.
Authorized for CAPEX as approved in the annual budget or subject to obtaining authorization from the Managing Director and Finance Director.
Monitoring expenses monthly.
Authorizing, monitoring and controlling expenditure to ensure it is kept within budget amounts.
Ensuring budgets are maintained.
Reporting variances to the Managing Director.
New Business Development:
Liaising with Directors to develop new products and identify new business areas.
Ensuring that all new business areas are fully exploited.
Providing continual feedback to Directors with regards to results obtained and product improvement.
Ensuring all new clients have signed Standard Terms and Conditions as well as Credit Application form in conformance to the stipulated and approved company ISO procedures
Sales Targets Achieved:
New Business Sales targets set for the Business Development Managers o Existing Business growth targets set for the Logistics Consultants and the Account Managers
GP% targets for all customers in the Sector
Ensure that Sales Target are achieved
Essential Job Functions:
Protect existing and nurture new relationships at a senior level with customers
Deal with daily routine operational issues requiring the intervention of a manager
Correctly identify issues that need to be escalated, for whatever reason.
Develop and maintain our product knowledge
Monitor all Sales and CRMs activities: accurate records of all sales and prospecting activities including sales calls, meetings, presentations, close sales and follow-up activities
Promote company's brand via the most effective mediums.
Sign-off incentives.
Coach, mentor and train Business Development Managers to obtain the company and department goals.
Team Work and Discipline:
Ensure that the department is adequately staffed.
Promoting teamwork to enhance a friendly and productive environment to promote and achieve growth.
Maintaining discipline within the Department to ensure that productivity standards of subordinates are met, and staff morale is kept high.
Implementing disciplinary or counselling procedures.
Conducting disciplinary hearings in accordance with the stipulated and approved Human Resources policies.
Key performance Areas:
Conducting Performance Management – KPI’s for all employees in the Department to ensure constant and high-performance levels.
Monitoring performance and ensuring all employees understand their function, responsibilities and their interrelation within the organization.
Developing, implementing, monitoring and maintaining KPA’s and Performance Standards for all divisions in the Department.
Ensure that the staff members are aware of all KPA’s and the desired Performance Standards applicable to each of their functions.
Monitoring the KPA’s and Performance Standards.