General Manager, Sales and Retention, Road Transport FULL TIME & PERMANENT

General Manager, Sales and Retention, Road Transport

A General Manager is responsible for the overall management of the Road Transport sales and brokering vertical. This means having an in-depth understanding of, and influence, on all functions in the transport industry, including Operations, Human Resources, IT and Finance and Sales, taking complete ownership for revenue retention and growth within the Road Transport vertical for Road with a view of expanding the portfolio into other DSV business units in future (CL and Air & Sea).

Strategically retaining, growing existing base and targeting new logos to meet ambitious vertical growth targets.

An effective General Manager achieves key business deliverables by driving sales performance in line with business objectives.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Ensure that the DSV Sales team aligns to company and customer strategies to achieve long term relationships and profitable business within the portfolio. Building and maintaining relationships within portfolio accounts (C-level) as well as internally with Regional Management and all Directors. Creating a positive team environment and implementing new business effectively, managing sales executives and Brokering Manager according to agreed Minimal Acceptable Standards (MAS).

• Commercial:
  • Tender Submissions. Ensure DSV is invited and responds effectively to market tenders. Where required, to also compile and present proposals to customers.
  • Revenue. Monitoring billing variance reports to identify revenue loss and leakage. Achieve new business and retention targets.
  • Budgets. Setting annual budgets for all customers considering annual increases, Up/Down trade, trading days and individual customer seasonality. Identifying trends in customers to enable optimal resourcing for DSV.
  • Debtors. Managing teams to achieve <35 days on DSO’s
  • Managing sales executives to achieve ZERO debtors outstanding longer than 120 days and providing guidance and assistance to resolve.
• Team Management
  • Annual goal setting for all subordinates along with quarterly follow ups.
  • Quarterly and annual performance reviews
  • Soft skills such as conflict management and motivation
  • Resource planning to ensure sufficient capacity at all times
• Governance, Compliance and Reporting
  • Contract Negotiation
  • Liabilities
  • Insurance
  • NDA’s
  • Penalties
  • Annual Rate increase calculations and implementation
  • Ensure updated and singed contracts for all customers
  • Ensure and keep a register of annual increases applied
  • Monthly reporting of new business and retention achievement
  • Monthly and annual insurance declaration compliance
• Relationship management
  • Customer Engagements (either on site or virtual) consisting of weekly operational meetings, monthly business reviews and quarterly strategic sessions. Also, ensuring execution off all initiates arising from these sessions.
  • Customer escalations. Swiftly deal customer escalations and identify feasible solutions to prevent recurring items.
  • Internal relationships. Build strong relationships with other departments and business units within DSV to promote an efficient and effective working environment.
• Solution Design
  • Technical guidance. Provide expert advice to sales staff in designing new solutions to customers while still remaining within the parameters set out for each business unit.
  • Process design. Continuously assist in developing new processes to ensure effective and profitable business practices.
  • Implementation. Oversee the implementation of new accounts or services.

QUALIFICATIONS

• Completed Matric / Grade 12
• Supply chain degree and/or similar tertiary qualification
• Own Vehicle, driver’s license, ability to work overtime and travel nationally.
• IR related training

COMPUTER SKILLS

• Advanced Level and Ability of:
  • Excel
  • Word
  • Outlook
  • Power Point
• MD Dynamics (Training to be provided)

EDUCATION AND/OR EXPERIENCE

• Minimum of 5 years end-to-end Supply Chain and/or transport of which at least 3 years managing commercials teams (individuals) from a new business sales environment.
• Minimum of 5 years experience in FTL & LTL /brokerage in trucking
• Leadership experience required
• Sales coaching leadership training
• Strong financial acumen, understanding of P&L’s and EBIT drivers
• Ability to own, build and grow revenue targets for South Africa, with complex decision making on activities to drive revenue growth and revenue retention
• Experience engaging with internal EXCO members
• Strong results-oriented and performance driven approach
• Conflict management and conflict resolution skills
• Senior customer engagement skills
• Identify and manage customer churn and implement corrective action plans to address and rectify

DSV – Global transport and logistics

Working at DSV means playing in a different league.

As a global leader in transport and logistics, we have been on an extraordinary journey of growth. Let’s grow together as we continue to innovate, digitalise and build on our achievements.

With close to 160,000 colleagues in over 90 countries, we work every day to offer solid services and meet our customers’ needs and help them achieve their goals. We know that the best way to achieve this is by bringing in new talent, fresh perspectives and ambitious individuals like you.

At DSV, performance is in our DNA. We don’t just work – we aim to shape the future of logistics. This ambition fuels a dynamic environment built on collaboration with world-class team players, accountability and action. We value inclusivity, embrace different cultures and respect the dignity and rights of every individual. If you want to make an impact, be trusted by customers and grow your career in a forward-thinking company – this is the place to be.

Start here. Go anywhere

Visit dsv.com and follow us on LinkedIn and Facebook.

Disclaimer: Due to the high volume of applications received, only shortlisted candidates will be contacted. Should an external candidate not hear from us within four (4) weeks following their application, they should consider their application unsuccessful. Strictly fair and non-discriminatory selection procedures will be followed. We use Affirmative Action (AA) measures in an endeavor to redress the disadvantages in employment experienced by designated groups. Where possible, preference will be given to candidates from the designated groups as defined in the Employment Equity Act and in line with DSV’s Employment Equity plans. DSV reserves the right to defer or close a vacancy at any time.