National Sales Manager

General Accountability:

• Secure, manage and retain new and existing business to increase the general revenue & profitability of accounts according to the Sales budget
• Manage and develop local marketing initiatives and sales campaigns according to the local marketing plan, for supporting local sales, the Röhlig brand and company awareness in the marketplace and local sales
• Implement and align the global sales strategy in the local country in order to meet the company’s’ strategic sales goals (Growth, GP)
• Leading and managing local tender processes and ensuring a high quality and successful completion and hit-ratio in order to regain existing and win new business opportunities.
• Proactive analysis of the local business development from a sales perspective with a yearly book of business review for ensuring profitable customers
• Ensure alignment of CRM compliance and sales processes with global standards

Responsibility:

• Develop local sales strategy for Röhlig’s product portfolio
• Develop sales budget & forecast
• Develop agent business and partner alliances (Premium agents & GW business)
• Establish overall sales budgets for sales individuals and for the country
• Establish overall sales goals and measures with KPI’s for all sales individuals
• Align pricing strategy with Product and Procurement to ensure revenue & profitability – and also for supporting global tenders
• Integrate global standards for customer management with Platinum and Gold accounts (Implementation plan, SOP’s, KPI reporting & QBRs)
• Perform own sales activities on Gold & Platinum accounts according to global standards and meet own individual sales budget (Generate leads Perform sales calls / meetings, Perform pre-sales activities, Manage tenders, Close the sale, Record outcome of sales process)
• Manage local Key Accounts (Manage customer relationships, Manage customer master data and contracts) and assign existing LKAM on each of the accounts
• Develop and manage local marketing plans and promotional activities in line with Global Marketing/ Corporate Communications
• Contact escalation of sales-related issues for other network subsidiaries
• Management of the local sales department:
• Steer resources and capacities efficiently and in line with customer requirements (incl. working hours, vacation/substitution planning)
• Develop the team, hire new staff and conduct performance reviews in line with the company HR processes
• Initiate measures to ensure optimum qualification as well as to develop sales skills of the sales departments in consultation with HR
• Ensure the relevant Sales individuals’ KPIs are met
• Take disciplinary actions, if applicable in consultation with the Managing Director and HR
• Ensure compliance with the relevant regulations and standards (e.g. Customs, Dangerous goods, FMC, AMS filing, Code of Conduct, FCPA etc.) within the sales department

Required Skills :

• Technical competence: Deep understanding of logistics, air- and sea freight forwarding market and understanding of Röhlig’s product portfolio & value proposition.
• Min. 7 years’ experience in the freight forwarding industry and at least 5 years sales experience; with a proven success record.
• Personality: passionate, empathetic, decisive, humble, willing to listen, reflect, learn and grow, courageous, ethical, inspiring, resilient, creative, can do attitude, balances power and responsibility, reliable, accountable, visionary
• Leadership and Social Skills: Ability to: Set goals, encourage people to develop themselves, acknowledge effort & achievement, respect & manage different characters & cultures, deal effectively with conflicts, build & develop teams, constructively interact in teams, ask questions & listen in order to find solutions, identify & select people fitting the profile, inform others appropriately, network, trust in people
• Entrepreneurial capability: Ability to: Spot & seize opportunities, inspire & convince others, focus on customers, act cost conscious, think strategically & appreciate long-term development, show holistic & corporate approach, go into detail when necessary, negotiate
• Functional & general competence: Able to deal with complexity, applicable functional expertise, required language skills, good understanding of finance, readiness to learn, digital affinity
• Persistent, determined and has the resilience to achieve challenging goals which might take time
• Ability to reflect own decisions & is willing to constantly learn and develop