Manager, Sales

DSV – Global Transport and Logistics

Location: Milton, Ontario, Canada

SUMMARY

Manager Sales is responsible for gaining and maintaining new accounts by developing sales, service strategies and solutions to achieve sales plans. Works closely with General Manager, Cross Business Unit Partners, and Senior Management using teamwork efforts to establish regional and vertical market selling, plans and conducts presentations and tours.

KEY DUTIES AND RESPONSIBILITIES

• Develops a business plan and sales strategy for the market that ensures attainment of company sales targets and profitability
• Responsible for the performance and development of the Sales Executives
• Maintains healthy receivables & monitor level of bad debts for sales team
• Prepares action plans by individuals as well as by team for effective search of sales leads and prospects
• Initiates and coordinates development of action plans to penetrate new markets
• Assists in the development and implementation of marketing plans as needed
• Conducts one-on-one review with all Sales Executives to build more effective communications, to understand training and development needs, and to provide insight for the improvement of Sales Executive’s sales and activity performance
• Provides weekly EOWs & monthly Sales Report to General Manager regarding sales performance
• Maintains accurate records of all pricings, sales, and activity reports submitted by Account Executives
• Creates and conducts proposal presentations and RFP responses
• Assists Sales Executives in preparation of proposals and presentations
• Controls expenses to meet budget guidelines
• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team
• Ensures that all Sales Executives meet or exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes
• Sets examples for Sales Executives in areas of personal character, commitment, organizational and selling skills, and work habits
• Maintains contact with all clients in the market to ensure high levels of client satisfaction
• Demonstrates ability to interact and cooperate with all company employees

Quality, Health & Safety:

• Supports organizational commitment to ISO 9001, ISO 45001 certification
• Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment and follow all requirements as set out in the DSV Quality Health Safety Environment policy.
• Staff are required to ensure that their day-to-day activities embrace sustainability, Health and safety therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.

QUALIFICATIONS

Education and Experience

• Education in supply chain logistics, international transportation, or a related field of study or equivalent work experience
• Minimum 7 years of industry experience
• Minimum 4 years of account management experience
• CIFFA certificate, an asset

Skills and Competencies

• Good command, both verbal and written, English skills.
• Ability to create collaborative engagements and active listening
• Service oriented and able to resolve customer grievances
• Strong interpersonal skills, building professional relationships internally and externally
• Strong problem-solving skills and analytical skills
• Ability to multi-task, plan, prioritize and manage time effectively to meet goals and achieve results
• Both a team builder and a team-player
• Excellent organizational and time management skills
• Be authentic, approachable, open, and honest
• Understanding of business principles and language, incl. the fundamentals of finance and profitability
• Business administration competence
• Excellent Sales and negotiation skills
• Act as a role model for DSV values and adhere to the Code of Conduct

Language and Computer Skills

• English is the principal language for this position, additional languages may be required in other locations.
• Ability to communicate effectively in a diverse multicultural environment.
• Microsoft Office Suite
• Proficient in Customer Relationship Management tools (CRM)
• CargoWise experience, an asset

Physical Demands

• Prolonged periods sitting and standing at a desk and working on a computer
• Travel required
• Regular working hours apply for this position, at times, working beyond these hours may be required by business needs.

Additional Notes / Acknowledgment

Due to the dynamic nature of our industry, your accountabilities and role may change. Duties and responsibilities outlined in this position may be added to or changed when deemed appropriate and necessary by the person who is managerially responsible for this position.