Job Description

1. Development of new business

• Focus on development of New Business Revenue growth through prospecting, qualifying and closing on all CL / WS opportunities
• Establish and build on a healthy Pipeline of CL / 3PL customers within the ZA market
• Prepare tenders, related reports and presentations
• Submit solutioned-engineered rates for all potential customers within the Vertical markets (sectors) as identified within the CL / WS Sales Strategy
• Generate and follow up on qualified leads in line with company specific requirements
• Analyse clients needs and propose company specific solutions and close on all healthy and profitable opportunities
• Focus must be on > 1,000 pallet scope warehousing and VAS (Value Added Services) such as fine picking, kitting, crating, labelling, tagging, order consolidation, MIT (Merge in Transit) order processing

2. Service Excellence

• Ensure continuous follow-up on pending clients ensuring RFQ / RFP submission dates are achieved
• Engage Global IKAM team probing for opportunities from current / existing global customer base
• Manage and retain client relationships on all levels and provide a professional service including of after- sales service, client enquiries and regular follow ups

3. Sales Targets and Administration

• Exceed sales objective and assigned targets by promoting and selling all company services
• Ensure consistent achievement of quarterly sales targets as agreed with management
• Manage all associated internal sales and tender management administrative processes
• Attend all meetings as may be required to build client relations and close on opportunities

4. Product Knowledge

• Learn new product knowledge and acquire improved selling skills by attending related courses / seminars / sales workshops (internal or external)
• Collaborate with the local and global company Commercial Sales team(s) and identify support for, and opportunities from other products (company A&O / Land Transportation)
• Keep abreast of competitors services and markets

5. Communication

• Ensure effective and ongoing communication between the Sales Teams and supporting departments within the Company at all levels
• Respond and assist on all Sales queries as communicated by management
• Ensure effective and timely communication with colleagues and customers alike

Knowledge & Experience

• Matric or Senior Certification equivalent
• BCom logistics would be preferable
• Formal Sales course/s with related Certification
• Minimum of 10 years Sales experience, specifically in Contract Logistics (3PL) and Warehousing Solutions within the Logistics / Supply Chain Industry
• Proven track record of success / achieving set Sales targets

Skills

• Excellent client orientation
• Excellent negotiation skills
• The ability to generate sales leads and close deals
• Communication skills
• Time management skills
• Ability to work under pressure
• Target driven
• The ability to operate within senior management / board level

Attributes

• Building customer loyalty: Effectively meeting customer needs and building productive customer relationships
• Customer Focus: Developing and sustaining productive customer relationships
• Communication: Clearly conveying information and ideas in a manner that engages the audience
• Follow up: Monitoring the results of assignments
• Initiating action: Taking prompt action to accomplish objectives
• Managing work (including time management): Effectively managing ones time and resources to ensure that work is completed efficiently

Training

• Induction
• Quality Training

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