The Senior Manager will be responsible for meeting and exceeding all budgeted sales goals (Blusky) without exceeding the approved selling expense budget, as well as maintaining and growing the existing book of business for 4PL accounts through successful contract renewal strategies and addressing scope change opportunities commercially within the existing business.

Responsibilities or duties

This role will ensure smooth functioning of key sales activities such as Industry/Vertical analysis, identification of leads, qualification of leads, bidding, contract closure, account planning, sales forecasting, opportunity review, pricing review, and industry thought leadership participation, amongst others. Proactively identify bottlenecks in the sales process and find ways to troubleshoot them, create and maintain documentation on sales processes, assist with on-boarding new sales team members, and share key insights from sales data to the Capability leadership team.

Qualifications or requirements (e.g., education, skills)

• University degree in Sales / Marketing / Logistics / Engineering.
• Post Graduate Diploma.
• Master’s Degree / MBA preferred.

Experience needed

• 8-10 years’ proven track record of performance in the Sales & Commercial environment.
• Business development experience in responding to RFQs, structuring, and closing deal.
• Experience in creating and leading a Go-to-Market Strategy to achieve revenue and market share growth.
• Logistics Industry experience across multiple countries in the Sub-Saharan Africa region.

• Lead and facilitate the sales process, account planning, forecasting, and opportunity management processes.
• Track and analyse key metrics including pipeline growth, win/loss rates, renewals, and quotes attainment.
• Capture leads from both internal and external sources, qualify them with support from capability business development executives/directors and the Business development central team.
• Develop and implement new interventions that help improve sales performance.
• Track sales performance in tandem with individual performance to allocate recognition points when required.
• Enable solution-selling across DP World’s capabilities: Infusing voice of customer into product and services development and ensuring offerings meets customer needs.
• Be the Sales Capability lead point-of-contact to handle any escalation and resolve key client issues and complaints.
• Proactively participate in strategy sessions, providing continuous feedback on customer needs and pain points, which will translate into industry opportunities and inform intuitive client journeys.

• Sales & Commercial acumen
• Business development
• RFQs response and deal structuring/closing
• Go-to-Market Strategy development and execution
• Logistics industry knowledge (Sub-Saharan Africa)
• Sales process management
• Forecasting and opportunity management
• Problem-solving and troubleshooting
• Data analysis and insight sharing
• Solution selling
• Client relationship management
• Strategic thinking

• University degree in Sales / Marketing / Logistics / Engineering.
• Post Graduate Diploma.
• Master’s Degree / MBA preferred.