General Manager, Sales, Road (Automotive)

DSV; Kempton Park; On-site; ZAR 600,000 - 800,000; Full time

Job summary

A global logistics provider is seeking a General Manager for Automotive to oversee the overall management of their Automotive vertical. This includes leading Account Managers and driving sales performance, ensuring revenue growth, and maintaining long-term customer relationships. The ideal candidate will have extensive experience in Supply Chain and logistics within the automotive sector, a National Diploma, and strong leadership abilities to manage a high-performing team.

Qualifications

• Minimum 5 years of end-to-end Supply Chain experience.
• At least 3 years managing Account Managers in automotive logistics.
• Experience responding to Tenders / RFI’s / RFP’s / RFQ’s.

Responsibilities

• Aligning DSV Auto Sales team with company strategies.
• Building relationships within C-level accounts.
• Setting annual budgets and achieving new business targets.

Skills

End-to-end Supply Chain experience

Logistical solutions formulation

Account management expertise

Team management

Education

National Diploma or equivalent

Job description

Overview

Time Type : Full Time

Main Purpose of the Role

Responsible for the overall management of the Automotive vertical and the Key Account Managers to which automotive accounts are allocated. This means having an in-depth understanding of, and influence on, all functions in the Automotive industry, including Operations, Human Resources, IT and Finance and Sales. Taking complete ownership for revenue retention and growth within Automotive vertical for Road with a view of expanding the portfolio into other DSV business units in future (Solutions and Air & Sea). Strategically retaining, growing existing base and targeting new logos to meet ambitious Automotive vertical growth targets. An effective General Manager achieves key business deliverables by driving sales performance in line with business objectives.

Basic Minimum Requirements

• Minimum of 5 years end-to-end Supply Chain experience of which at least 3 years managing Account Managers supporting reputable Auto brands supply chain especially on the outbound road distribution within South Africa.
• Responding to Tenders / RFI’s / RFP’s / RFQ’s – and formulating logistical solutions for Automotive brands.
• National Diploma or equivalent.
• Please note : Experience in car or truck sales or vehicle / fleet leasing is not considered appropriate experience for this position – it needs to be Automotive logistics (road freight) experience.

Added advantages :

• Experience in end-to-end Supply Chain management within the Automotive sector (inclusive of inbound logistics via Air & Sea as well as warehousing services)
• Any experience gained working for an Auto OEM in a Supply Chain or Logistics capacity.

Duties and Responsibilities

Ensure that the DSV 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

1. Tender Submissions - Ensure DSV is invited and responds effectively to market tenders. Where required, to also compile and present proposals to customers
2. Revenue - Monitoring billing variance reports to identify revenue loss and leakage. Achieve new business and retention targets
3. Budgets - Setting annual budgets for all customers considering annual increases, Up / Down trade, trading days and individual customer seasonality. Identifying trends in customers to enable optimal resourcing for DSV
4. Debtors - Managing teams to achieve guidance and assistance to resolve

Team Management

1. Annual goal setting - for all subordinates along with quarterly follow ups
2. Performance reviews - Quarterly and Annually
3. Soft skills - such as conflict management and motivation
4. Resource planning - to always ensure sufficient capacity

Governance, Compliance and Reporting

1. Contract Negotiation
2. Liabilities
3. Insurance
4. NDA’s
5. Penalties
6. Annual Rate increase calculations and implementation
7. Ensure updated and singed contracts for all customers
8. Ensure and keep a register of annual increases applied
9. Monthly reporting of new business and retention achievement
10. Monthly and annual insurance declaration compliance

Relationship management

1. Customer Engagements - (either on site or virtual) consisting of weekly operational meetings, monthly business reviews and quarterly strategic sessions. Also, ensuring execution off all initiates arising from these sessions
2. Customer escalations - Swiftly deal customer escalations and identify feasible solutions to prevent reoccurence
3. Internal relationships - Build strong relationships with other departments and business units within DSV to promote an efficient and effective working environment

Solution Design

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

In Summary - A General Manager | Automotive is 100% self-motivated and does not measure professional performance on completing working hours or the defined range of responsibilities. The responsibility is maintaining and growing accounts in a cost effective and efficient manner while delivering exceptional value to Automotive customers. The individual would need to understand IT driven logistics and be knowledgeable in implementation and managing such accounts. Initiative and total ownership is required to be effective in this role and strong business acumen with professional communication skills is critical. Exploring creative and alternative revenue streams – technological / innovative industry solutions.