Our client in the Maritime Sector has a vacancy for a Manager Sales Executive.

The Position: Manager Sales Executive

Job Category: Sales

Department: Sales

Salary: To be advised - based on experience

Location: Area Africa

Country: South Africa

Reports to: Director Sales

Closing Date for Application: 21 July 2017

Purpose:

Sales Execution deals directly with customers aiming to develop, secure and maintain the most profitable business for the company in accordance with the company’s objectives. The purpose of Sales Execution is to produce optimum contributions for the company by maintaining and enhancing the company’s customer’s base through offering products that satisfy customers’ needs. Sales Execution interface with Sales Steering, Sales Support, Customer Service, Operations and Finance. Key challenges and satisfaction come from understanding the customers’ needs and wants, fulfilling customer requests, and meeting budget.

Key Accountabilities:

Sales Execution is in charge of generating business, assuring customer satisfaction and maximizing contribution. This is accomplished through:

• Assume overall responsibility for Sales Executive Department for Area Africa
• Monitor budget / allocation fulfillment for all trades, optimize contribution
• Ensure prescribed sales process (Compete To Win ) applied daily
• Coach and steer sales execution supporting the team and coverage of top accounts
• Hold responsibility for performance of his/her sales team as defined in enhanced sales process
• Hold reasonable number of own accounts still allowing sufficient time for coaching
• Ensue that Push – Pull principle is followed as defined in area sales steering concept
• Identify potential new opportunities ( supported by sales steering)
• Conduct regular joint meetings with customer service
• Regularly review customer portfolios jointly with sales executives
• Weekly 1on1 with SXC and BD steering efforts towards optimization of volume and profitability
• Review sales REP portfolios and coverage of MR and CU customers  ensuring right specialist for their market
• Provide feedback on market (rate) to TM / region and selectively engage on TM discussions on important matters (e.g. tender guidance and negotiations – special commodity market rates etc.)
• Ensure adherence to standard working processes as well as agreed quality and environmental standards is adhered to
• Develop and maintain close contact with customers and other relevant parties at management level; develop contacts to potential new customers – influence outcome
• Analyze monthly volume planning done by sales team and establish necessary action and improvement – monthly dialogue
• Monitor CRM and Account Plans – weekly discussion topics to steer team
• Support and inform the Director Sales on all issues related to Marketing and Sales
• Ensure close communication between departments and offices
• Analyze training requirements and arrange for regular training of sales executive and business development staff regarding necessary systems, sales, and interpersonal skills as well as other skills that are required to perform individual job responsibilities
• Supervise, coach and direct sales executive and business development staff for optimal performance and exercise cost control whenever necessary
• Identify and qualify potential accounts via account plans, develop strategy to support sales team in landing and converting business
• Monitor performances of the accounts and ships utilization; develop and implement action plans to address potential shortfalls
• Maintain regular communication with management, other departments and offices concerning market developments, sales activity and competitors’ activities
• Report market developments and competitors’ activities to Director of Sales & Marketing
• Promote the relevant e-business solutions
• Assist the Director of Sales & Marketing in all functions whenever necessary
• Any other Sales related tasks as requested by the Management.

Critical Qualifications / Skills / Experience:

Technical Competencies:

• Communication Skills
• Active knowledge of market, maritime documents and commercial terms
• Active knowledge of sales techniques
• Minimum 4 - 5 years’ experience in a commercial role, preferably in the maritime sector
• Active knowledge of English “maritime” language
• Active knowledge of MS Office

Core Competencies

 Personality:

• Assertive negotiator
• Team player with a proactive attitude
• Result Driven
• Persuasiveness
• Empathy
• Ability to communication and collaboration
• Ability to work under pressure, goal and deadline driven
• Flexible
• Knowing your own strengths and weaknesses and capacity for self-criticism
• Representative

Conceptional and entrepreneurial thinking and action:

• Multi-dimensional thinking
• Acknowledge signals
• Courage to make decisions and accepting responsibility

 Positive image to customers and colleagues to:

• Capacity to support and inspire
• Open and honest attitude

KPI'S:

• Processing tasks according to the regulations in force.
• Achieving objectives in terms of Volume, Revenue and Contribution
• Expansion of the the Company's customer base
• Visit Reports delivered within the agreed deadline
• Expenses are managed as "due dilligence"
• Task Performance should be done by deploying the most efficient means
• Task Performance must comply with the internal quality
• Optimal cooperation between Sales Support / Steering and other departments.

Applications and Enquiries:

If you feel this is an opportunity you have been waiting for, please forward your application to Please forward the following :