eMagine Logistics have been retained by a global freight and shipping company based in Dubai. They are expanding across the GCC and are looking for an experienced sales leader to help drive multi-modal (Air, Ocean & Road) freight sales across the Middle East and Africa region.
You will be responsible for leading a high performing team of Business Development Executives (BD), Sales Development Representatives (SDRs) and Sales Admins who will be driving revenue growth and client satisfaction.
Example of duties includes strategic planning, customer relationship management, and market analysis.
1. Sales Strategy Development: Formulate and implement effective sales strategies tailored to the freight industry. This involves setting sales targets, forecasting market trends, and identifying potential business opportunities.
2. Customer Relationship Management: Cultivate and maintain strong relationships with clients. Understand their logistics needs and provide tailored solutions to ensure their satisfaction and loyalty.
3. Market Analysis: Conduct thorough market research to stay informed about industry trends, competitor activities, and emerging opportunities. Use this information to make informed decisions and stay ahead of the competition.
4. Team Leadership: Lead, mentor, and motivate the sales team to achieve and exceed sales targets. Provide training and development opportunities to enhance their skills and performance.
5. Sales Performance Monitoring: Track and analyse sales performance metrics to identify areas for improvement. Implement corrective actions and strategies to address any shortfalls in sales targets.
We are looking for top performers who are looking to have a growth role and the chance to build on executive and management skills.
We are seeking a dynamic and experienced Sales Manager for Freight Sales to join our client's team. This role demands a leader who can drive performance, exceed growth targets, and inspire their team to achieve exceptional results.
Other KPIs include:
- Lead by example, demonstrating positive influencing and motivational skills while driving performance to exceed growth targets. Responsibilities include conducting monthly reviews and providing regular feedback to the team.
- Deliver a strong platform of new business by sales directly or indirectly through your team, targeting niche markets and replicating national sales success.
- Manage pipelines to close on all branch opportunities for your team and yourself.
- Create quarterly top 5 MUST WINS for each trade lane across all industry verticals.
- Develop local differentiators and formulate a business (and account) plan through creating robust value propositions to support target delivery. This includes reviewing and forecasting sales figures and KPIs on a monthly basis, which are reported to national and branch management.
- Manage and organise sales activities, lead and drive performance to ensure branch offices meet volume and revenue targets.
- Maintain senior relationships with specific local top accounts across all business units and develop your own customer portfolio to meet individual targets.
- Leverage understanding of the local business environment (e.g. industry segments, competitors) to support the development of our sales strategy.
- Drive a healthy pipeline and guide the team to secure short and long-term opportunities.
- Ensure sales systems, tools, and reporting are up to date and actively used for individual performance measures as well as management tracking, analysis, and planning.
- Plan and comply with individual target-setting procedures for the respective team members. Review and comment on the effectiveness of the deployed Sales Incentive Program (SIP).
- Align and plan with BMs to execute bi-yearly performance and potential reviews (PPR) with every sales individual/member of the sales team. Agree and monitor individual development plans (IDP).
- Professionally and effectively manage your team to meet both team and personal goals in line with our Regional MEA Strategy. Report to the responsible for Field Sales.
- Lead by example, demonstrating positive influencing and motivational skills while driving performance to exceed growth targets. Responsibilities include conducting monthly reviews and providing regular feedback to the team.
- Maintain accountability for ongoing exchange and interactions with the BU.
- Act as a coach and mentor across all roles within the team to continuously enhance skills, knowledge, and experience, and support talent development.
- Ensure the organisational health of the team, including retention and development of talent.
Skills
Must haves:
- Proven experience in a sales management role within the freight industry.
- Strong leadership and team management skills.
- Excellent strategic planning and organisational abilities.
- Proficient in using CRM systems and sales tools.
- Ability to develop and maintain strong client relationships.
- In-depth understanding of the local business environment and industry trends.
If you are a results-driven leader with a passion for sales and a track record of success in the freight industry, we would love to hear from you. Apply now to join our client's team and drive the business to new heights.