Sales Manager

SUMMARY:
The Sales Manager’s main responsibility will be to drive new business sales revenue with the objective of meeting and exceeding the annual branch revenue target. The secondary responsibility will be to maintain and develop the existing customer portfolio

POSITION INFO:

1. Management of the Sales team

• The Sales Manager will be responsible for the day-to-day management, control, monitoring, guidance and development of each member of the Sales Team and Key Accounts Team in the branch
• The Sales Manager will ensure that the team performs professionally and represents themselves as ambassadors of The Organisation at all times
• The Sales Manager will ensure that each member of the Sales Team understands their role and responsibilities to identify and engage with potential customers in order to secure quality, new business revenue and that the Key Accounts Team are familiar with all levels of decision-makers within their existing accounts to ensure The Organisation is able to meet expectations regarding service delivery and the management and development of these accounts
• The Sales Manager will ensure that each member of the team builds and manages a qualified prospect pipeline list of potential customers to be approached and engaged with
• The Sales Manager will ensure that each member of the Sales Team and Key Accounts Team manages a regular and consistent schedule of new and ongoing calls/appointments with prospective and existing customers to be maintained on a weekly and monthly basis
• The Sales Manager will maintain a revenue report tracking the progress of new business revenue to branch target on a weekly/monthly/quarterly basis, identifying the contribution of individual members of the team, to ensure alignment with the annual target. This report will highlight the actions to be taken to ensure variations to target are identified and acted upon
• Monitor and measure the sales activity of each sales person to meet the respective new business sales targets, aligned with achieving a minimum result of 100% cost to company in revenue in each financial year
• Be responsible to support the members of the sales team in preparing and presenting business value solutions, pricing and rate structures to potential customers

• Ensure that each team member prepares and submits a weekly sales pipeline report
• Propose and develop new areas and markets of business potential to further expand the profile and reach of The Organisation both regionally and nationally
• Hold regular monthly sales meetings with an agenda focussed on the relevant and key issues affecting and influencing the environment of the team in the branch
• Ensure that the Power BI and KPI reports for all existing customers are accurately prepared and presented in a way that customers can clearly identify and acknowledge the service delivery expectations are met. Where corrective action needs to be taken, this is to be made known to Operations in a concise and specific report, detailing where accountability lies
• Coordinate and communicate with the National Commercial Manager and branch senior management on resources and operations support to ensure the successful development and implementation of new business gained in the region
• Be responsible for reporting to the National Commercial Manager on relevant sales forecasts and revenue contribution against targets and budget. The Sales Manager will be expected to manage and produce data and analysis on all aspects of team activity, performance, Up and Down trades, industry vertical trends as well as relevant competitor activity as it relates to pricing in the market
• Coordinate with the National Commercial Manager on all relevant marketing, media and customer relationship initiatives to ensure the correct company profile and identity is put across to the customer base within the branch area
• Maintain and submit all HR related documents as they relate to the branch sales team
• The Sales Manager will be expected to lead the sales team by example in all aspects of sales and business development and be prepared to accompany and actively support the Sales Team and Key Accounts members on joint calls
• The Sales Manager should be able to identify with the key decision makers within the Top 50 customers in the branch

2. Facilitation of sales leads

• The Sales Manager must ensure that a full and comprehensive pipeline of potential sales leads are consistently sourced and identified by the sales team in the branch to ensure a healthy source of potential account opportunities are at hand to facilitate new business activity

3. Reporting

A full scope of sales pipeline, industry analysis, and weekly and monthly activity reports as well as individual KPI and financial reports are fed through to the National Commercial Manager on set dates.
These reports must be generated and completed to ensure that the National Commercial Manager is well informed about the scope and landscape of the client’s requests, requirements, and concerns in the branch at all times

4. Provide Feedback / Updates to staff

• The Sales Manager must ensure that senior management and all relevant departments are informed of any issue or concerns that are affecting the acquisition of new clients in order for the company to strive to new levels of customer service and identify any problem areas in the company in order to respond timeously

Requirements

• Matric or Relevant Senior Certification equivalent
• MS Office Suite (especially Excel)
• Knowledge of Parcel Perfect billing system
• Minimum of 7 years high level sales experience, preferably from the Logistics Industry
• Previous experience in managing and leading a sales team
• Exposure to Courier Systems, Products and Procedures