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
SUMMARY
A General Manager is responsible for the overall management of the Road Transport sales and brokering vertical. This means having an in-depth understanding of, and influence, on all functions in the transport industry, including Operations, Human Resources, IT and Finance and Sales, taking complete ownership for revenue retention and growth within the Road Transport vertical for Road with a view of expanding the portfolio into other DSV business units in future (CL and Air & Sea).
Strategically retaining, growing existing base and targeting new logos to meet ambitious vertical growth targets.
An effective General Manager achieves key business deliverables by driving sales performance in line with business objectives.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Ensure that the DSV 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 sales executives and Brokering Manager according to agreed Minimal Acceptable Standards (MAS).
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 sales executives 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.
Quarterly and annual performance reviews
Soft skills such as conflict management and motivation
Resource planning to ensure sufficient capacity at all times
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 recurring items.
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 still 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.
QUALIFICATIONS
Completed Matric / Grade 12
Supply chain degree and/or similar tertiary qualification
Own Vehicle, driver’s license, ability to work overtime and travel nationally.
IR related training
COMPUTER SKILLS
Advanced Level and Ability of:
Excel
Word
Outlook
Power Point
MD Dynamics (Training to be provided)
EDUCATION AND/OR EXPERIENCE
Minimum of 5 years end-to-end Supply Chain and/or transport of which at least 3 years managing commercials teams (individuals) from a new business sales environment.
Minimum of 5 years experience in FTL & LTL /brokerage in trucking
Leadership experience required
Sales coaching leadership training
Strong financial acumen, understanding of P&L’s and EBIT drivers
Ability to own, build and grow revenue targets for South Africa, with complex decision making on activities to drive revenue growth and revenue retention
Experience engaging with internal EXCO members
Strong results-oriented and performance driven approach
Conflict management and conflict resolution skills
Senior customer engagement skills
Identify and manage customer churn and implement corrective action plans to address and rectify
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Apply via company website ( http://www.dsv.com/About-DSV ) or