Head of Sales

The Head of Sales is responsible for the profitable growth of the customer base across all sales channels. He/ She is also responsible for the delivery of effective and efficient services to all customers by working closely with Operations Customer Service and other sales support departments.

Key Activities / Accountabilities:

• Deliver budgeted revenue targets and ensuring the Sales team is resourced and managed to do the same.
• Grow revenue through new business acquisition
• Deliver against budgeted operating expenditure and to achieve target EBITA by controlling the selling rates through accurate commercial ratings
• Set up KPIs for monitoring/tracking the operating expenditure component of the business as well as Sales profitability by account basis
• Identify potential market segments and develop a structure that is suited to win business in the target market segments
• Ensure accounts are focused on within predetermined portfolio/territory/geographical areas and sales channels that will contribute to the achievement of the revenue and profit budget
• Develop and manage the system and/or process used to gather customer information and intelligence
• Implement the country strategic objectives to achieve the portfolios/companys revenue budget/target
• Provide input to the overall business plan in the Sales & Marketing area
• Produce/ensure business plans are in place to support small medium and large accounts development
• Monitor and manage the performance against revenue budgets and targets for each sales channel
• Communicate and gain support from Country and Local management for the achievement of sales objectives
• Monitor the development of customer relationships across all sales channels
• Deploy and monitor sales channel processes policies and procedures in order to ensure the consistency efficiency and quality of internal and external customer expectations
• Work with cross-functional colleagues to ensure all customers and related functional processes are consistently applied to improve the customer experience
• Lead motivate and empower staff through effective and open communication excellent leadership regular performance feedback and teambuilding in order to maximise customer satisfaction business results and employee satisfaction
• Attract and retain the very best sales employees across all sales channels by ensuring all sales leaders deliver against the Employee Value Proposition
• Manage coach and review employees to ensure KPIs and personal objectives are achieved.
• Through training & coaching ensure that direct employees are equipped with the right skills knowledge competencies and empowerment to delight customers and achieve business results
• Comply with all company related policies procedures and legal requirements

Preferred Qualifications Experience and Skills

• Minimum 5 years sales / account management experience
• 3 years of Express or Logistics industry background is preferred
• Minimum 3 years of people management experience
• Proven track record of achieving sales targets (personal &/or team)
• Organisational awareness (structure and products & services)
• Strong leadership and managerial skills
• Deep understanding of logistics and supply chain management principles
• Proficiency in CRM software and Microsoft Office suite.
• Results-oriented with a focus on achieving sales targets and delivering exceptional customer service.