Sales Manager

Job Purpose:

Drive profitable logistics revenue growth across the Western Province by developing new customers, expanding existing accounts, and selling integrated freight forwarding, transportation, warehousing, and value-added logistics solutions.

Key Activities

• Develop and execute regional sales strategies and business development plans for the Western Province to achieve revenue growth, profitability, and market expansion objectives.
• Establish and implement customer segmentation strategies, territory coverage plans, and sales opportunity pipelines across targeted industries and logistics sectors.
• Identify, pursue, and acquire new business opportunities to expand the customer base and strengthen market presence.
• Develop and maintain strategic relationships with existing customers and key accounts to maximize retention, revenue growth, and long-term business partnerships.
• Promote and sell integrated logistics solutions, including freight forwarding, transportation, warehousing, multimodal services, and contract logistics.
• Assess customer supply chain requirements and develop customized logistics solutions that align with operational capabilities, commercial objectives, and service expectations.
• Lead commercial proposals, pricing coordination, customer presentations, contract negotiations, and deal closures in accordance with approved commercial policies and governance requirements.
• Collaborate with Operations, Pricing, Finance, Legal, and Customer Service teams to develop competitive proposals, obtain necessary approvals, and ensure successful customer onboarding.
• Manage the regional sales pipeline, monitor opportunity progression, and implement effective conversion strategies to achieve sales and new customer acquisition targets.
• Maintain accurate customer relationship management (CRM) records, sales activity plans, opportunity assessments, and revenue forecasts to support effective business planning.
• Monitor sales performance against approved revenue, gross margin, customer acquisition, and profitability targets, implementing corrective actions where necessary.
• Conduct regular customer account reviews to evaluate service performance, identify additional business opportunities, and resolve commercial or operational concerns.
• Monitor customer payment performance, outstanding receivables, and overdue exposure in coordination with Finance to support effective collection management.
• Gather and analyze market intelligence, customer trends, competitor activities, and emerging logistics opportunities to strengthen regional sales strategies.
• Coordinate with internal stakeholders to communicate customer commitments, operational requirements, commercial risks, and service expectations.
• Prepare and present sales performance reports, revenue forecasts, pipeline updates, customer acquisition results, and market development insights to commercial leadership.
• Drive continuous improvement in sales processes, customer engagement, opportunity management, and commercial effectiveness.
• Guide and support sales team performance through clear commercial objectives, sales activity monitoring, coaching, and performance reviews, where applicable.

Job-Related Skills

• Bachelor's degree in Business Administration, Sales, Marketing, Logistics, or a related field.
• Minimum 7 years of relevant experience in business-to-business (B2B) sales, including at least 3 years selling logistics or supply chain services.
• Advanced knowledge of B2B sales strategies, business development, customer acquisition, and regional market expansion.
• Strong understanding of logistics and supply chain services, including freight forwarding, transportation, warehousing, multimodal logistics, and contract logistics.
• Proven expertise in consultative selling, solution-based sales approaches, and developing customized logistics solutions for corporate customers.
• Advanced negotiation, commercial presentation, and contract closing skills, with the ability to secure profitable business agreements.
• Strong experience in key account management, customer relationship development, retention strategies, and account growth.
• Demonstrated ability to develop and manage sales pipelines, opportunity qualification, conversion strategies, and revenue forecasts.
• Strong commercial and financial awareness, including pricing strategies, gross margin analysis, profitability management, and revenue optimization.
• Proficiency in customer relationship management (CRM) systems, sales reporting tools, and pipeline management applications.
• Strong analytical and strategic planning skills, with the ability to interpret sales performance data, market trends, and customer requirements.
• Excellent communication, interpersonal, and stakeholder management skills to collaborate effectively with customers, business partners, and internal departments.
• Advanced customer focus and relationship management capabilities, with a commitment to service excellence and long-term business partnerships.
• Strong understanding of commercial governance, contractual requirements, customer onboarding processes, and collection coordination.
• Proven ability to identify market opportunities, assess competitor activities, and develop effective business development initiatives.
• Strong organizational, time management, and decision-making skills, with the ability to manage multiple accounts, opportunities, and commercial priorities.
• Demonstrated commercial drive, results orientation, and ability to consistently achieve sales, revenue, and customer acquisition targets.
• Ability to coordinate cross-functional teams and align commercial proposals with operational capabilities and customer expectations.
• Experience in sales team guidance, performance monitoring, and coaching is an advantage.
• Professional certifications in Sales Management, Key Account Management, or Logistics are preferred.