Sales Manager
- Saint-Laurent, QC
- Permanent
- Full-time
Job Posting Title: Sales Manager
Time Type: Full TimeSUMMARYThe Sales Manager is responsible for achieving sales growth targets and executing strategic priorities while driving collaboration within the Canadian and US organization. Maintaining existing Book of Business accounts aligned with DSV' s Sales Process; achieving sales plan objectives with the assigned clients, new targets and prospects by selling DSV's products and solutions; ensuring alignment across functional areas (Product, Sales, Operations) throughout all phases of the sales cycle.Sales Managers are trained and empowered to sell across DSV Divisions but primarily sell DSV Road's Suite of Services, including but not limited to FTL, LTL, Parcel, Expedite, Intermodal and Transportation Management solutions. Customer Targets range from Transactional and Committed relationships to Contractual partnerships.The Sales Manager plays an important role in identifying and developing relationships with prospective clients, and existing customers, that typically go beyond a single point solution. DSV Road Sales Managers have a high degree of autonomy to manage the sales process with the full support of the DSV organization.KEY DUTIES AND RESPONSIBILITIES
- Foster and leverage industry know-how, best practices and expertise across the Sales, product, and operational teams within Canada
- Participate in customer generated RFI, RFQ and RFP's and spot opportunities while ensuring all RFQ opportunities follow the Tender Management process including timely pre-RFQ strategy and alignment with Business
- Creates and maintains a sales pipeline of qualified prospective clients, within a defined geographic territory, to achieve set sales targets.
- Targets and secures clients that are a match to the ideal product profile, ideal client profile, and are in line with the Company strategy.
- Sells DSV Road product offerings including, but not limited to: FTL (dry, temp controlled, flatbed), LTL, Parcel, Intermodal, Transportation Management
- Sell Specialized trucking (out of gauge, project related)
- Reviews and identifies opportunities through the Sales Process to maintain a successful pipeline and achieve sales targets.
- Maintains the short-term relationship with the client to ensure satisfaction with the solution(s) provided and drives growth with the client.
- Takes accountability for coordinating the successful implementation of services sold to operations divisions responsible for day to day Commercial and Execution handling
- Ensures successful handover of the client to the retention/account development executive to ensure a sustainable long-term relationship
- Identifies integrated service offerings by liaising with cross business units for support to create breadth within the client's supply chains and strategic relationships.
- Ensure sustainable on-going revenue (SOP, SLA, KPIs and RFQ).
- Engages with Senior Management on target clients and aligns DSV's services to their supply chains by means of a sale.
- Compiles and delivers proposals and presentations that are current, accurate, and in line with Company standards to secure new business.
- Manage appointments and account activity reports through the timely use of the CRM tool
- Offer a value-oriented consultation to Customers by connecting the Clients' needs with DSV's solutions
- Other duties, as assigned
- Supports organizational commitment to ISO 9001, ISO 45001 certification - Montreal location
- Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety and environment and follow all requirements as set out in the DSV Quality Health Safety Environment policy.
- Staff are required to ensure that their day-to-day activities embrace sustainability, Health and safety therefore reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace.
- Degree in Business Administration, economics, marketing, or logistics, preferred
- 5 years of transportation industry experience, including domestic and cross-border truck brokerage (minimum)
- 5 years relevant outside sales experience
- Good command, both verbal and written, English and French skills.
- Advanced understanding of supply chain management, domestic and cross-border freight, logistics and customs brokerage
- Ability to create collaborative engagements and active listening
- Service oriented and able to resolve customer grievances
- Strong interpersonal skills, building professional relationships internally and externally
- Strong problem-solving skills and analytical skills
- Ability to multi-task, plan, prioritize and manage time effectively to meet goals and achieve results
- Both a team builder and a team-player
- Excellent Negotiation and time management skills
- Proven track record of significant growth in Gross and Net revenue
- Act as a role model for DSV values and adhere to the Code of Conduct
- Proficient in both English and French languages - due to the nature and scope of the international business in dealing with customers, colleagues and overseas offices, English is the principal language for this position and in addition, proficiency of the French language is required for local communication
- Ability to communicate effectively in a diverse multicultural environment.
- Advanced Microsoft Office skills including Word, Excel, PowerPoint
- CRM (MS Dynamics) proficiency an asset
- TMS experience
- Prolonged periods sitting and standing at a desk and working on a computer
- Regular working hours apply for this position, at times, working beyond these hours may be required by business needs.
- Travel Required