Job Description

Main purpose of the role:

Directs sales forecasting activities and sets performance goals to meet or exceed all targets.This is accomplished by setting goals, motivating & coaching the team, and using performance and industry data to drive the sales plan and accommodate corporate goals.

Sales Leadership, Direction and Strategic Planning:

• Communicate and monitor sales goals/targets/KPI’s in line with company objectives.
• Provide guidance and coaching to the Branch sales team through weekly sales meetings and one-on-one mentoring.
• Monitors and ensure sales targets are realistic and achievable. Exercises sound judgment and engage in high-impact decision-making, regarding commercial sales considerations, while maintaining commitment to integrity and accountability. Analyzes situations and views the implications of certain decisions from a critical perspective.

Business development:

• Expand the Branch book of business by providing direction to the Account Owners and Sales Support team.
• Make joint calls with the Account Owners while providing mentorship to the AO’s, gain higher level relationships with customers, and ensure the company meets/exceeds its growth targets.
• KPI review with Account Owners and Sales Coordinators to ensure continuous improvement by proactively identifying and rectifying service shortfalls and missed opportunities.

Market feedback, campaigns:

• Communicate closely with Trade and cross-functional teams on market intelligence, service updates, customer challenges and opportunities. Initiate sales campaigns where needed.
• Drive contract negotiations with A/O, Client and Trade

Supervisory:

• Hire, train, and retain the best people possible for the Branch sales team. Evaluate and appraise performance. Take corrective action where needed.
• Improve sales team competitiveness by coaching and skills building.

Requirements

• Bachelor's degree (Marketing/Business Administration).
• 7-10 years’ experience in the ocean shipping or related industry management positions.
• 5 years in senior Sales Management position strongly preferred.
• Professional user of Power Point, Excel.