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National Sales Manager (Background Courier - freight and logistics services) 2017-Nov-16

Giza , EGYPT | Logistics
Job type:

Full time

Experience :

6 -7 years

Job description :

CSF 1: Revenue Generation To manage profitable revenue generation of the Gulf countries.

Key Tasks: 1.1 To ensure weekly, quarterly and annual revenue budgets are met.
1.2 To establish country sales strategies consistent with corporate strategy, IBU and country business plans.
1.3 To establish country KPI’s for sales and CS.
1.4 To establish accountability for achievement of corporate, IBU and country KPI’s to employee level.
1.5 To monitor revenue and trading base trends by country and branch.
1.6 To monitor and improve where possible sales productivity
1.7 To monitor and improve where possible sales activity.
1.8 To monitor closing ratios of country major prospects and give support where necessary.
1.9 To establish a commission and incentives schemes that motivates and rewards good performance
1.10 To ensure that commission and incentives are audited and administered monthly and quarterly.



CSF 2: Revenue Generation To develop, communicate and measure achievement of sales strategy.
Planning

Key Tasks: 2.1 To develop a sales strategy by country, to ensure that weekly, quarterly and annual budgets are met.
2.2 To develop KPI’s and activities that will lead to revenue generation.
2.3 To set specific KPI’s for country and branch sales managers (SMART).
2.4 To set specific KPI’s for commercial analysts (SMART).
2.5 To set specific KPI’s for country CS manager (SMART).
2.6 To set specific KPI’s for Gulf sales administrator (SMART).
2.7 To review revenue results by country versus budget and take corrective action where necessary.
2.8 To develop a PR and marketing plan to support sales activity and productivity.
2.9 To plan and develop a training plan by function that will support the Gulf sales and business plan.
2.10 To plan and formulate annual budget presentation and revenue forecasts.

CSF 3: Revenue Quality To assure revenue quality achieves country indicators.
Development

Key Tasks: 3.1 To monitor individual revenue indicators on and weekly monthly and quarterly basis.
3.2 To meet quarterly revenue quality indicators, insuring budgeted results are achieved.
3.3 To ensure continuous improvement where possible of revenue quality indicators.
3.4 To ensure IBU and country commercial policies are understood and complied with by all sales functions.
3.5 To create a sales and commercial strategy that will support budged revenue quality indicators.
3.6 To develop tariffs that will support revenue quality initiatives
3.7 To report to the IBU on a monthly basis revenue quality trends and actions to support achievement of budgeted figures.


CSF 4: Sales and CS support
To ensure that each country & branch has sufficient sales and CS resources to achieve budgeted revenue targets and KPI’s

Key Tasks: 4.1 To maintain sales and CS staffing levels to support revenue growth, and maintenance of existing base.
4.2 To review potential and existing opportunities in order to optimise revenue development.
4.3 To monitor market trends/ business trends and review structure accordingly.
4.4 To monitor opposition activity to protect existing business and develop new business opportunities.
4.5 To hold weekly meeting with PR agency to maintain continuous PR presence.
4.6 To ensure sales collateral is available and of a corporate standard.
4.7 To formulate internal collateral to support sales and CS KPI’s and incentives.
4.8 To manage a sales admin support function to support country sales activity.

Company Policies and Procedures

It is the duty of all company employees to ensure that they are aware of all company policies and procedures ant to ensure that they are adhered to.


CSF 6: Occupational Health and Safety

It is the duty of all Managers and Supervisors, to monitor the conduct and working practices of their staff and to ensure they comply with the legislation and company policy relating to Occupational Health and Safety.

Key Tasks: 6.1 To identify all risks and hazards in the work place and provide the means to prevent harmful exposure.
6.2 To provide and maintain safe work systems.
6.3 To ensure all employees comply with the Health and Safety legislation and company policy.
6.4 To ensure that all employees understand, implement and apply all the safety measures which have been identified.
6.5 To inform Occupational Health and Safety representatives of any incidents which occur in that designated area of the workplace.

CSF 7: People Management and Development

To ensure that all employees with sales or CS related responsibility maintain a consistent high standard of performance inline with corporate IBU and country KPI’s

Key Tasks: 5.1 To select qualified individuals to fill open country and functional sales and CS positions.
5.2 To ensure that a high level of department and functional induction is available to new employees.
5.3 To ensure continuous training and development of all sales and CS staff in line with the IiP standard.
5.4 To monitor performance and provide feedback through performance review and development appraisal.
5.5 To coach and counsel sales and CS employees.
5.6 To review personal development plans and appraisals for sales and CS employees.



CSF 8: Marketing, PR, Advertising
To develop, implement and measure a strategic marketing plan in line with the country business plan
6.1 To formulate an annual marketing plan to support the country business plan.
6.2 To formulate marketing campaigns to support the country sales functions.
6.3 To measure any return on investment from marketing strategy and activities.
6.4 To ensure sales and marketing remains within budgeted costs.
6.5 To maximise any PR opportunities.
6.6 To negotiate PR, marketing, advertising and sponsorship contracts to maximise return on investment.

CSF 9: Commercial Management
To ensure that all sales activity remains with corporate, IBU and commercial guidelines and supports EBIT and revenue quality indicators.

7.1 To set pricing levels that attract revenue at profitable margins and quality.
7.2 To agree discounted or one off rates whilst maintaining profitable margins and revenue quality
7.3 To develop and introduce new tariffs to the market, to attract high quality revenue.
7.4 To manage a commercial function to support country sales activity.
7.5 To analyse commercial data to support and drive the revenue opportunities within each country.
7.6 To manage commercial impact of rate increases and measure yield of actions.

CFS 10: Customer Interface Technology
To promote and develop the sales opportunities via computer based based products and ensure full understanding by all staff.

8.1 To manage a CIT function to deal with client support of all products
8.2 To ensure all CIT products are promoted to existing and new clients.
8.3 To ensure training and development of all staff of uses and capabilities of CIT products.

CFS 11: Customer Service
To ensure that the highest quality of customer service is provided to all clients.


9.1 To develop incentives to maximise premium sales and efficiencies.
9.2 To set and monitor achievement of CS KPI’s both corporate and country.
9.3 To audit and sign off all CS commission and bonuses.
9.4 To ensure that all corporate CS role outs are implemented
9.5 To ensure that CS remains within budgeted cost and staffing levels.



CSF 9: Occupational Health and Safety

It is the duty of all Managers and Supervisors, to monitor the conduct and working practices of their staff and to ensure they comply with the legislation and company policy relating to Occupational Health and Safety.

Key Tasks: 9.1 To identify all risks and hazards in the work place and provide the means to prevent harmful exposure.
9.2 To provide and maintain safe work systems.
9.3 To ensure all employees comply with the Health and Safety legislation and company policy
9.4 To ensure that all employees understand, implement and apply all the safety measures which have been identified.
9.5 To inform Occupational Health and Safety representatives of any incidents which occur in that designated area of
the workplace




CSF 10: Required Behavioural Competencies

The following competencies are the minimum standards of behaviour that are expected from the job holder and will be measured during performance appraisal times. A full description of each competency is available in the Induction Manual.

• Analytical thinking
• Coaching
• Communication skills
• Conflict handling
• Decision making
• Innovation & change
• Judgement & evaluation
• Leadership
• Motivating
• Numerical ability
• Planning and organizing
• Problem solving
• Quality orientation
• Selling skills
• Strategic thinking
• Team orientation

Skills

• Numeracy
• Literacy
• PC Skills



Candidate information:

Gender :

Any

Age :

30 -40 years

Skills required :

computer | Professional

Languages :

English | Excellent

Benefits & allowances:

Salary:

25000-30000 Egyptian pound

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