Manager - Sales & Marketing

Job Req Number:  77821
Time Type:

Purpose of the position

The Regional Head of Sales is responsible for achieving regional sales growth targets and strategic priorities while driving collaboration within the branch and across branches

Key Tasks

Sales Management

• Line leadership of Branch/region sales team & Build Strong & robust sales team in branch/region
• Ensure all country sales policies, processes and guidelines are implemented and adhered to in the branch/region
• Meet and exceed Branch/regional growth targets
• Achievement of individual Budget & team Budget GP & volume
• New business generation should be at 20 % of the GP & Volume defined for a particular year
• Sales Manager to ensure 90% of the Sales team members should their GP & Volumes Budget
• Product development min 3 on core trade lanes (volumes as defined)
• Ensure 100% collection of payment of the entire sales team
• Ensure implementation of SOP, IOP, Customer service allocation myDSV tool, CAF & auto rating for all customers is mandatory
• Development of Interpersonal relationship with other departments staffs like operations and Finance etc.

Customer Engagement

• Drive growth of accounts on branch level together with Country functions by ensuring appropriate collaboration across branch Sales and Product functions
• Ensure customer engagement and focused customer visits on branch level
• Identify and develop relevant territories and provide relevant solutions and services in close cooperation with the Products and Country sales functions
• Personally, engage key customers within the respective territory to drive growth and assume ownership for a portfolio of accounts
• To have 30 no. of sales call in a month

Sales Planning

• Provide input to yearly planning process, execute strategy and growth plan
• Ensure all accounts have a clear ownership for retention and growth, assigned either to Sales or Customer Service
• Prospect and target new, high potential accounts
• Ensure every Salesperson is having T30 list of customers to focus & on-board business
• Ensure targets are set, including relevant target portfolios and targets for individual salespersons
• To facilitate team members to generate business by making joint calls with them, TLMs & IVs

Sales Review

• Attend monthly review meetings with sales management
• Ensure individual meetings are in place between salespersons
• Review pipeline, activities and performance using CRM Tool
• Review achievements and react to low performance where necessary
• Review up-trading, down-trading, loss-making and newly gained accounts on a monthly basis and take corrective action on branch/region level
• Execute sales incentive plan as approved by Country management

Opportunity Management

• Ensure focus on high-value opportunities and correct opportunity management
• Ensure proper RFQ support
• Ensure adherence to ad-hoc and regular quotation process (for CW-1)
• Collaboration and Transparency
• Ensure use of CRM on branch level
• Share relevant best practices within the organization

Processes, Risk & Compliance

• Implement process to ensure customer selling rate (CSR) and rate validities are provided in alignment with the Product in the branch/region
• Implement process to ensure all CSR are properly maintained and available within the branch (for CW-1)
• Ensure account managers mitigate risks and liabilities by negotiating appropriate terms and conditions with customers
• Drive data quality improvement in Microsoft Dynamic Tool, ensure CRM Tool use and high data quality by all Branch salespersons
• Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the policy
• Ensure that day to day activities embrace sustainability, health and safety, reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace

Key Performance Indicator

• Branch EBIT & G.P
• Individual objectives and competencies as defined by Regional Head

Decision Making Authority

• Responsibility for budget and business performance for the Region
• Disciplinary and human resources responsibility for all line reports

Function / Market & Industry Knowledge / Business Acumen / Process working

• Functional know-how in air / ocean / Custom Clearance & Insurance
• Understanding of DSV strategy and products
• Knowledge about markets & competitors, about trends & challenges for our industry
• Business Acumen (understands principles and language, incl. the fundamentals of
  finance and profitability