Sales Manager

**DSV - Global transport and logistics**

Location: CAN - Milton, Yukon Court
Job Posting Title: Sales Manager - 56427
Time Type: Full Time

Purpose of the position
The 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 Tasks
- 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, in order 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
- Specialized trucking (out of gauge, project related)
- Reviews and identifies opportunities through the Sales Process in order 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 in order 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
- Willing to travel as required
- Other duties, as assigned

All staff:

- 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 Quality Health Safety Environment policy.
- It is the responsibility of all staffs 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.

Due to the dynamic nature of our industry, your accountabilities and role may change.

Decision Making Authority
- Exceptional in handling, resolving and/or escalation if necessary
- Support of staff for escalation of issues
- Advise Manager of any transaction problems or irregularities

Function / Market & Industry Knowledge / Business Acumen / Process working
- Advanced understanding of supply chain management, domestic and cross-border freight, logistics and customs brokerage
- Advanced knowledge of Order Management concepts and systems

Skills & Competencies

COMMUNICATION & PRESENTATION
- Ability to communicate openly and confidently
- Ability to influence and convince others in a way that results in acceptance and agreement
- Ability to shape conversations to ensure focus and understanding
- Effective listening
- Willingness to engage in constructive confrontation
- Ability to clearly and concisely present both written and/or oral information

CHANGE MANAGEMENT/INNO