Details:
The Commercial Manager (CM) shall be fully responsible for all sales and business development functions, including but not limited to; prospecting, product development, tender management, marketing activities, sales support and commercial reporting. Deliver adequate opportunity prioritization, pricing, routing and solution design (timely and quality wise) in alignment with Sales. The candidate is preferably from a multi-national / global logistics company who can turn around new and successful business opportunities in General Freight Forwarding and Logistics.
RESPONSIBILTIES
Lead and direct all Sales and Business Development activities in line with the company strategy to expand their services within the Eastern Africa region
Overall co-ordination and growth of sales and marketing for the company. Responsible for the growth of sales in the company by achieving set targets and strategies. Meet Sales Targets and Budgets for volumes and profitability
Prepare annual budgets and monthly management reports
Negotiating ongoing contracts with suppliers and customers. Reviewing contracts and making recommendations on commerciality.
Build and maintain profitable partnerships with key stakeholder
Direct and manage the pricing team to support local, national and global pricinG
Lead in the development and execution of negotiation strategies within the business including specific targets for pricing, service, quality, performance, and compliancE
Benchmarking and analyzing cost drivers and provide market intelligence and price trends.
Offer competitive products & services to the market through efficient operations, smart pricing policies and innovative operations – develop clear processes and policies to achieve industry best practice in service delivery. Craft and execute a sales and business development strategy.
Thorough understanding of the Global Supply Chain and be able to negotiate commercial arrangements with suppliers.
Promote ocean / air freight services and total logistics solutions to current and potential customer through planning and executing sales activities
Co-operate with regional offices and overseas agents in sales solicitation
Continually improve knowledge of the company’s products and services, and follow the changes in industry to develop new products.
Oversee and manage the professional development and productivity of staff members to ensure proper goals, training and professional development.
Directing sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values
Ensure tactical alignment with business unit strategies and provide feedback and input by participation in strategy development
Develop, identify and qualify new business development opportunities through various lead sources including sales team members and relationship managers
Develop a target account list and work proactively to assist the sales team to develop and secure customers regionally and globally
Provide direction and assistance with responses to Requests for Proposals (RFP’s), preparing presentations and monitoring sales leads and responses.
Develop and implement sales plans and sales campaigns to take advantage of market opportunities (competitive developments and/or consolidation yield advantages).
Participating in local and global logistics bids, creates and conducts proposal presentations and RFP/RFQ responses
Requirements:
Previous experience within a similar role within the freight forwarding or related industry
Attention to detail
Outstanding customer service skills
Able to prioritize workload
8 years’ sales and marketing experience in ocean / air freight forwarding business
Possess extensive relationship network in the industry
Aggressive, independent and self-motivated
Excellent communication, persuasion and presentation skills
