General Manager, Sales, Road (Automotive)

Recruiter:

Milton Resourcing

Job Ref:

JHB001517/TM

Date posted:

Monday, March 10, 2025

Location:

Johannesburg, South Africa

Salary:

90000.00

SUMMARY:
Our client is a leading global provider of transport and logistics solutions, dedicated to enhancing customers' supply chains by offering services such as transportation, storage, packaging, processing, and customs clearance across various goods. Operating in over 80 countries, they ensure a consistent flow of products to production lines, retail outlets, and consumers worldwide.

They currently seek a General Manager Sales, Road (Automotive) who will oversee the Automotive vertical and manage Key Account Managers assigned to automotive accounts. This role requires a comprehensive understanding of all functions within the Automotive industry, including Operations, Human Resources, IT, Finance, and Sales. The General Manager will be responsible for revenue retention and growth within the Automotive vertical for Road services, with a strategic vision to expand into other business units in the future. The role involves strategically retaining and growing the existing client base and targeting new clients to meet ambitious growth targets. As an effective General Manager, you would achieve key business deliverables by driving sales performance in line with business objectives.

POSITION INFO:

Duties and Responsibilities:

Ensure that the Auto Sales team aligns to company and customer strategies to achieve long term relationships and profitable business within the portfolio.
Building and maintaining relationships within portfolio accounts (C-level) as well as internally with Regional Management and all Directors.
Creating a positive team environment and implementing new business effectively, managing Account Managers according to agreed Minimal Acceptable Standards (MAS).
This should be achieved by (but not limited to),

Commercial:

Tender Submissions: Ensure the company is invited to and responds effectively to market tenders. Where required, compile and present proposals to customers.
Revenue: Monitor billing variance reports to identify revenue loss and leakage. Achieve new business and retention targets.
Budgets: Set annual budgets for all customers, considering annual increases, trade fluctuations, trading days, and individual customer seasonality. Identify trends in customers to enable optimal resourcing.
Debtors: Manage teams to achieve less than 35 days on Days Sales Outstanding (DSO). Ensure Account Managers achieve zero debtors outstanding longer than 120 days and provide guidance and assistance to resolve issues.

Team Management:

Annual Goal Setting: Establish annual goals for all subordinates along with quarterly follow-ups.
Performance Reviews: Conduct quarterly and annual performance reviews.
Soft Skills: Develop soft skills such as conflict management and motivation within the team.
Resource Planning: Ensure sufficient capacity is always maintained.
Team Alignment: Ensure the sales team aligns with company and customer strategies to achieve long-term relationships and profitable business within the portfolio.
Team Environment: Create a positive team environment and implement new business effectively, managing Account Managers according to agreed Minimal Acceptable Standards (MAS).

Governance, Compliance, and Reporting:

Contract Negotiation: Oversee contract negotiations to ensure favorable terms.
Liabilities: Manage and mitigate potential liabilities.
Insurance: Ensure appropriate insurance coverage is in place.
Non-Disclosure Agreements (NDAs): Handle NDAs to protect company interests.
Penalties: Manage and negotiate penalties as necessary.
Annual Rate Increase Calculations and Implementation: Calculate and implement annual rate increases.
Contract Management: Ensure updated and signed contracts for all customers.
Annual Increases Register: Maintain a register of annual increases applied.
Reporting: Provide monthly reporting of new business and retention achievements.
Insurance Compliance: Ensure monthly and annual insurance declaration compliance.

Relationship Management:

Customer Engagements: Conduct weekly operational meetings, monthly business reviews, and quarterly strategic sessions with customers (either on-site or virtual). Ensure execution of all initiatives arising from these sessions.
Customer Escalations: Swiftly address customer escalations and identify feasible solutions to prevent recurrence.
Internal Relationships: Build strong relationships with other departments and business units to promote an efficient and effective working environment.
Executive Relationships: Build and maintain relationships within portfolio accounts (C-level) as well as internally with Regional Management and all Directors.

Solution Design:

Technical Guidance: Provide expert advice to sales staff in designing new solutions for customers while remaining within the parameters set out for each business unit.
Process Design: Continuously assist in developing new processes to ensure effective and profitable business practices.
Implementation: Oversee the implementation of new accounts or services.

Basic Minimum Requirements:

Grade 12 plus a National Diploma in a relevant field.
Minimum of 10 years of end-to-end Automotive Supply Chain experience, with at least 3 years in Automotive logistics or Automotive solution selling.
Advanced knowledge of MS Office.
Own vehicle

NB! This job is now closed. You can apply for other jobs by uploading your CV.

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