Website DSV
In 1976, 9 independent trucking companies and a business developer joined forces and founded DSV in Denmark. Since then, DSV has evolved to become the world’s 5th largest supplier of global solutions within transport and logistics. Today, we add value to our customers’ entire supply chain by tra… read morensporting, storing, packaging, re-packaging, processing and clearing all types of goods. We work every day from our many offices in more than 80 countries to ensure a steady supply of goods to production lines, outlets, stores and consumers all over the world. Our reach is global yet our presence is local and close to our customers. Vision and strategy Our vision is supported by five strategic focus areas that set the ambition for DSV. We want to be a leading global supplier, fulfilling the customer needs for transport and logistics services, targeting extensive growth and being among the most profitable in our industry. This way we are able to set the pace and direction of our own development while being an attractive business partner. 1st Floor Podium, John Ross House, 22-36 Margaret Mncadi Avenue Durban 4001 South Africa
Main Purpose of the Role
Responsible for the overall management of the Automotive vertical and the Key Account Managers to which automotive accounts are allocated.
This means having an in-depth understanding of, and influence, on all functions in the Automotive industry, including Operations, Human Resources, IT and Finance and Sales.
Taking complete ownership for revenue retention and growth within Automotive vertical for Road with a view of expanding the portfolio into other DSV business units in future (Solutions and Air & Sea).
Strategically retaining, growing existing base and targeting new logos to meet ambitious Automotive vertical growth targets.
An effective General Manager achieves key business deliverables by driving sales performance in line with business objectives.
Basic Minimum Requirements
Minimum of 5 years end-to-end Supply Chain experience of which at least 3 years managing Account Managers supporting reputable Auto brands supply chain especially on the outbound road distribution within South Africa.
Responding to Tenders / RFI’s / RFP’s / RFQ’s – and formulating logistical solutions for Automotive brands.
National Diploma or equivalent.
Please note: Experience in car or truck sales or vehicle / fleet leasing is not considered appropriate experience for this position – it needs to be Automotive logistics (road freight) experience.
Added advantages:
Experience in end-to-end Supply Chain management within the Automotive sector (inclusive of inbound logistics via Air & Sea as well as warehousing services)
Any experience gained working for an Auto OEM in a Supply Chain or Logistics capacity.
Duties and Responsibilities
Ensure that the DSV Auto 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 Account Managers according to agreed Minimal Acceptable Standards (MAS).
This should be achieved by (but not limited to)
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 Account Managers 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
Performance reviews – Quarterly and Annually
Soft skills – such as conflict management and motivation
Resource planning – to always ensure sufficient capacity
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 reoccurrence
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 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
Apply via company website ( http://www.dsv.com/About-DSV ) or
jobs.dsv.com