Tertiary Qualifications
- Logistics / Supply Chain / CPIM / CSCP
- Additional Computer Skills
- Basic knowledge of SharePoint, and MS Visio will be advantageous.
- Basic knowledge of Warehouse Management Systems and ERPs working knowledge of Red Prairie & SAP will be advantageous
- Knowledge of Automotive production systems would be advantageous
Job-related Requirements:
- C-Level Negotiation Skills
- High business acumen and problem-solving Skills.
- Strategic thinking
- Excellent sales skills Lions or equivalent
- AND
- 3 years logistics sales experience. Contract Logistics sales experience would be an advantage
- Demonstrated track record of sales success.
ADDED ADVANTAGES FOR THIS ROLE:
- Understanding of Warehouse Management Systems, Automotive Production Systems, Lean,
- Co-ordinating and influencing diverse teams
- Experience in negotiating with clients at a director or C level.
- Experience working in the Automotive Production / Aftermarket, Consumer Retail, Technology Verticals
MAIN PURPOSE OF THE ROLE
- Identify and source profitable new business opportunities for DSV Contract Logistics and develop and initiate a sales approach that results in closing new business opportunities to exceed an individual target in support of the overall DSV Contract Logistics New Business target.
- Drive New business growth in chosen verticals nationally.
- Manage the solutions design process to produce compelling, quality proposals. Act as the key liaison between DSV and the Customer.
- Build a long term / multi year pipeline to exceed long term Growth targets
DUTIES & RESPONSIBILITIES:
- Meet or exceed personal new business target with an acceptable profit and risk profile to contribute to the overall DSV Contract Logistics new business target.
- Manage the opportunity lifecycle to the opportunity closure.To develop compelling business value propositions for new business opportunities to meet growth targets within the DSV Contract Logistics Business Unit.
- Articulate DSV’s value to clients by using industry and DSV knowledge to develop clear value statements of DSV products
- Identification of sources of quantified value for our clients. To align specific client objectives with the overall DSV Contract Logistics objectives to ensure sustainable growth
- Translation of client strategy and tactical objectives into supply chain requirements
- Linking of client strategy and supply chain requirements to DSVs offerings and services. To develop and maintain a well-managed pipeline of new business opportunities over a defined timeline to exceed continuous growth targets
- Develop and manage a pipeline of at least a total value of 10x annual target
- Ensure all opportunities are accurately and timeously recorded in MS Dynamics CRM System and that opportunities are progressed through the sales cycle.
- Collect all the data elements required to develop a detailed costed solution.
- To understand and align revenue targets with closing cycles of the business opportunities within the pipeline to ensure consistent growth and accurate forecasting
- To take ownership of the tender process to ensure successful sales.
- Tenders and RQFs completed on time according to client’s requirements
- Build and articulate the solutions design effectively
- Ensure DSV approval processes are followed, and standards met.
- Ensure QA of the final document proof reading, all inserts, exec summary, etc.
- To ensure the successful implementation of the solutions sold, ensuring the revenue is realized.
- Solutions/services implemented according to what has been sold
- Client expectations met or exceeded
- Ensure implementation process is followed
- Ensure client sign-off of milestones
- Ensure effective communication between the client and DSV during the implementation phase
