Job Summary:
To lead and manage the sales force and act as a primary contact for the trader forwarding and logistics industry to increase the business and consistently provide excellent service and products with maximum profitability.
Key Responsibilities:
1. To be the primary point-of-contact for all traders & logistics industry business partners / customers / prospects, set and agree on operational KPI’s with each customer, draft yearly volume, revenue and cost budgets.
2. To provide inputs towards the volumes, revenue budgets & forecasts as required by Marketing / Management.
3. To create and gather a database of traders as well as gather information on volumes they will move through our logistic center.
4. Promote the DP World Port facilities and services by representing at events, exhibitions and conferences (as appropriate) in addition to sales calls.
5. Establish a sales plan for the Traders Community in KSA by identifying the area where DPW is not participating and initiate an action plan to attract the cargo to DPW.
6. Identify traders and establish potential for each by segregating the communities into group based on commodity and size, communicate and arrange meeting with these traders to tap potential business, devise sales plan and ensure the same is recorded in the CRM
7. Lead and monitor the sales staff visits in the CRM, conduct weekly meetings, conduct performance appraisals monitor their performance and ensure they are meeting their set targets. If required take corrective action and ensure the sales team is fully capable of selling the Logistics services DPW can provide.
8. Plan trader visits along with the sales staff and ensure they are developing profile for each customer in the CRM and the relevant information is updated regularly. Meet major traders and forwarders on a regular basis and ensure that all relevant information is reported to Commercial Management and the BI section.
9. Negotiate contract and agreements with the customer, handle customer queries by responding to tenders, quotations and RFIs. Follow-up with customer care and ensure that all complaints related to logistics services are closed within a reasonable time and in a satisfactory manner.
10. In conjunction with the Logistics Centre, establish the product line that have to be sold by the team. Set Sales KPIs related to the Logistics Centre, organize sales drive in conjunction with the BI Team.
11. To review accounts receivables monthly and take corrective action when needed, prepare monthly and quarterly productivity KPI report per customer /service, measure performance against budget, monthly volume and revenue, weekly volume and compare it to subsequent years. Also monitor monthly cost control by measuring actual cost versus budget
12. Identifying new opportunities in the wider market (by establishing a sales plan and run focused sales campaigns.
13. Support the BPI function by promoting the use of Saudi Trade towards the customers and provide input to the BPI function as to which new services are demanded by the customers.
Essential Qualification: University Graduate / Bachelors in Business Administration
Desirable Qualification: Masters in Business Administration
Work Experience:10-15 years of substantial experience in sales management within the Logistics industry. Profound understanding of the logistics industry and logistics products. Able to demonstrate excellent knowledge of the trade in Saudi Arabia
Technical Competencies:
• Commercial - Business Acumen
• Commercial - Customer Focus
• Commercial / Strategy - Industry Knowledge
Business Administration
DP World is a leading enabler of global trade and an integral part of the supply chain. We operate multiple yet related businesses – from marine and inland terminals, maritime services, logistics and ancillary services to technology-driven trade solutions. We have a portfolio of 78 operating marine and inland terminals supported by over 50 related businesses in over 40 countries across six continents with a significant presence in both high-growth and mature markets. We aim to be essential to the bright future of global trade, ensuring everything we do has a long-lasting positive impact on economies and society. Our dedicated team of over 36,000 employees from 103 countries cultivates long-standing relationships with governments, shipping lines, importers and exporters, communities, and many other important constituents of the global supply chain, to add value and provide quality services today and tomorrow. By thinking ahead, foreseeing change and innovating we aim to create the most productive, efficient and safe trade solutions globally. Container handling is the company’s core business and generates more than three quarters of its revenue. In 2017, DP World handled 70 million TEU (twenty-foot equivalent units) across our portfolio. With its committed pipeline of developments and expansions, the current gross capacity of 88 million TEU is expected to rise to more than 100 million TEU by 2020, in line with market demand.
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