Purpose of the Role
Generate & curate leads created through various channels, build relationships with those prospective customers and convert those leads to actual revenue generating customers. In addition, manage existing accounts to maintain satisfaction and increase share of wallet where applicable. Lead and develop a team of sales executives and ensure they also achieve their sales targets.
Sales Strategy & Planning:
Develop and execute sales strategies that align with company goals for pallet network distribution, warehousing, fulfilment, and general haulage services.
Set realistic and challenging sales targets for the team, ensuring each sales rep is clear on their goals.
Identify the key vertical markets and geographic strongholds that require accelerated organic growth.
Identify new market opportunities and trends in the logistics industry, adjusting strategies to maximise growth.
Identify areas for cross-selling across the company and the wider GBA group/depot structures.
Identify seasonality of the existing customer base and look to compliment with other customer during planned off seasons.
Client Acquisition & Relationship Management:
Achieve in full a net sales target as an individual and as a team.
Build and maintain strong relationships with key clients in the logistics and supplychain sector, ensuring high levels of customer satisfaction.
Lead efforts to acquire new business, focusing on companies requiring pallet distribution, warehousing, and haulage services.
Identify and pursue opportunities to upsell and cross-sell across the company 39;s service offerings.
Handle escalations and complex client negotiations, ensuring contracts are beneficial and aligned with company objectives.
Identify key tender opportunities with local and national companies, as well as liaising with 3PLs for potential sub-contraction opportunities.
Team Leadership & Management:
Lead, mentor, and manage a team of sales representatives, providing them with training, support, and motivation.
Monitor team performance through regular reviews, offering feedback and developing improvement plans where necessary.
Foster a positive and collaborative team environment, driving a culture of success and accountability.
Sales Operations & Reporting:
Oversee the sales pipeline, ensuring that leads are being managed effectively and closed in a timely manner.
Provide detailed weekly and monthly reports on sales performance, forecasting, and pipeline health to senior management.
Collaborate with the Sales Operations Manager to ensure that the sales process is smooth, efficient, and customer-focused.
Pricing & Quoting:
Develop and manage competitive pricing strategies for pallet distribution, warehousing, and general haulage services, ensuring high margins are maintained at all times.
Work closely with the operations and finance teams to ensure that pricing reflects the operational capacity and financial objectives.
Ensure that all proposals and quotes are accurate, timely, and tailored to meet client needs while maintaining company standards and by aware of compliance sign off for certain goods and services.
Coordination for RFQ, RFP, RTT and other forms of tender submissions.
This opportunity will offer you the ability to implement your skillset whilst being given the platform for progression throughout your career.
