Head of Sales

Key Activities / Accountabilities:

Deliver budgeted revenue targets and ensuring the Sales team is resourced and managed to do the same.
Grow revenue through new business acquisition
Deliver against budgeted operating expenditure and to achieve target EBITA by controlling the selling rates through accurate commercial ratings
Set up KPIs for monitoring/tracking the operating expenditure component of the business, as well as Sales profitability by account basis
Identify potential market segments and develop a structure that is suited to win business in the target market segments
Ensure accounts are focused on within predetermined portfolio/territory/geographical areas and sales channels that will contribute to the achievement of the revenue and profit budget
Develop and manage the system and/or process used to gather customer information and intelligence
Implement the country strategic objectives to achieve the portfolio's/company's revenue budget/target
Provide input to the overall business plan in the Sales & Marketing area
Produce/ensure business plans are in place to support small, medium and large accounts development
Monitor and manage the performance against revenue budgets and targets for each sales channel
Communicate and gain support from Country and Local management for the achievement of sales objectives
Monitor the development of customer relationships across all sales channels
Deploy and monitor sales channel processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations
Work with cross-functional colleagues to ensure all customers and related functional processes are consistently applied to improve the customer experience
Lead, motivate and empower staff through effective and open communication, excellent leadership, regular performance feedback and teambuilding, in order to maximise customer satisfaction, business results and employee satisfaction
Attract and retain the very best sales employees across all sales channels by ensuring all sales leaders deliver against the Employee Value Proposition
Manage, coach and review employees to ensure KPI's and personal objectives are achieved.
Through training & coaching, ensure that direct employees are equipped with the right skills, knowledge, competencies, and empowerment to delight customers and achieve business results
Comply with all company related policies, procedures and legal requirements
Preferred Qualifications, Experience and Skills

Minimum 5 years sales' / account management experience
3 years of Express or Logistics industry background is preferred
Minimum 3 years of people management experience
Proven track record of achieving sales targets (personal &/or team)
Organisational awareness (structure and products & services)
Strong leadership and managerial skills
Deep understanding of logistics and supply chain management principles
Proficiency in CRM software and Microsoft Office suite.
Results-oriented with a focus on achieving sales targets and delivering exceptional customer service.