Job at a glance
Main Purpose of the Role: Identify and source profitable, large-scale new business opportunities and develop and initiate a sales approach that results in closing new business opportunities to meet or exceed individual targets in support of overall new business objectives. Drive new business growth nationally and within chosen verticals. Manage the solutions design process to produce high-quality, profitable solutions that minimise risk exposure.
Act as the key liaison between the business and the customer. Build a long-term / multi-year pipeline to support growth targets. Duties & Responsibilities: Exceed personal new business targets within defined verticals to contribute to overall contract logistics new business targets. Manage the opportunity lifecycle through to closure. Develop compelling business value propositions for new opportunities to meet growth targets within the Contract Logistics Business Unit.
Articulate value to clients by using industry knowledge to develop clear value statements of products and services. Identify and quantify value creation for clients through the proposed offering. Align specific client objectives with overall contract logistics objectives to ensure sustainable growth. Translate client strategy and tactical objectives into supply chain requirements. Link client strategy and supply chain requirements to available offerings and services.
Develop and maintain a multi-year, large-scale pipeline of new business opportunities over a defined timeline to ensure continuous growth. Develop and manage a pipeline in line with business expectations. Ensure all opportunities are accurately and timeously recorded in CRM systems and progressed through the sales cycle. Collect all required data elements to develop detailed, costed solutions. Align revenue targets with closing cycles of business opportunities within the pipeline to ensure consistent growth and accurate forecasting.
Take ownership of the tender process to ensure successful sales. Complete tenders and RFQs on time according to client requirements. Build and articulate solution designs effectively. Ensure internal approval processes are followed and standards met. Ensure quality assurance of final documents (proofreading, inserts, executive summary, etc.). Facilitate the successful implementation of solutions sold, ensuring revenue is realised.
Ensure solutions/services are implemented as sold. Ensure client expectations are met or exceeded. Follow implementation processes. Obtain client sign-off on milestones. Maintain effective communication between the client and internal teams during implementation. Requirements: Matric Tertiary Qualification(s): Logistics / Supply Chain / CPIM / CSCP (MBA advantageous) Basic knowledge of SharePoint and MS Visio (advantageous) Basic knowledge of Warehouse Management Systems and ERPs (working knowledge of Red Prairie & SAP advantageous) Knowledge of automotive production systems (advantageous) MS Dynamics High-level negotiation skills Strong business acumen and problem-solving skills Strategic thinking Excellent sales skills (Lions or equivalent) 10 years’ experience successfully selling complex logistics solutions (warehouse fine pick & distribution) to multinational customers Co-ordinating and influencing diverse teams Experience in negotiating with clients at a director or C-level.
Experience working in the Automotive (Production / Aftermarket) and/or Consumer Retail or Technology sectors preferred