Minimum Requirements
- Logistics / Supply Chain / CPIM / CSCP Essential (MBA advantage)
- Advanced Computer Literacy level in MS Word, Excel, PowerPoint and Outlook
- 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) MS Dynamics
Job Related Requirements
- C-Level Negotiation Skills
- High business acumen and problem-solving Skills.
- Strategic thinking
- Excellent sales skills (Lions or equivalent)
- 10 years successfully selling logistics solutions (warehouse & distribution) to large customers
Added Advantages for the 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) and / or Consumer Retail sectors
Main purpose of the role
- Identify and source profitable, large scale, new business opportunities for company Solutions and develop and initiate a sales approach that results in closing new business opportunities to meet or exceed an individual target in support of the overall company Solutions New Business target.
- Drive New business growth in nationally and within our chosen verticals.
- Manage the solutions design process to produce high quality proposals, profitable solutions that minimize the risk exposure to the company.
- Act as the key liaison between company Solutions and the Customer.
- Build a long term / multi year pipeline to support long term Growth targets.
Duties and Responsibilities
- Meet or exceed personal new business target with an acceptable profit and risk profile to contribute to the overall company Solutions 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 company Solutions Business Unit.
- Articulate company's value to clients by using industry and company knowledge to develop clear value statements of company products.
- Identification of sources of and calculation of quantified values
- To align specific client objectives with the overall company Solutions 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 the company's offerings and services
- To 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 to grow the business by 10% per annum.
- Ensure all opportunities are accurately and timeously recorded in MS Dynamics (CRM System) and that opportunities are progressed through the sales cycle
- 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 the company's 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 the company during the implementation phase.