Manager Sales Steering (Sales / Shipping / Maritime / Cargo / Management) – Durban, South Africa

Location: Durban, Kwa - Zulu Natal, South Africa
Date Posted: 12-06-2017
Reference Number: HL03DH

Primary focus is on ensuring the delivery of the volumes to and from West Africa. Steer the business to profitable levels. Sales Steering is responsible for the optimization of the Sales result while managing the Area allocation of ships’ space. Sales Steering is also responsible to monitor the performance of customers and steer the sales force accordingly. While Sales Steering is able to monitor easily in detail the specific performance per customer, they also review from a general point of view the Area’s performance. The analysis of the corresponding reports provides them with the knowledge of the different seasonality’s and market’s behavior which are the basis for the preparation of forecasts and budget.
  • Be responsible to deliver the sales budget for West Africa
  • Assume overall responsibility for Sales Steering Department for Area Africa
  • Monitor budget / allocation fulfilment for all trades, optimize contribution
  • Spend time on allocation management as per new AM SOP’s
  • Spend time supporting sales management with market analysis – opportunity identification and performance managing
  • Monitor GEO from and MR performance as defined in area sales steering concept
  • Monitor specific performance per customer
  • Identify SSY vessel lacking cargo
  • Identify which customers are behind expectations (MR and foreign MR)
  • Allocation management /optimize cargo mix in coordination with TM
  • Prepare budget and weekly volume forecast
  • Provide analyses /reports to area management, sales team, region and TM
  • Steer Sales Steering and monitor sales activities
  • Ensure adherence to standard working processes as well as agreed quality and environmental standards is attained
  • Develop and maintain close contact with Region Europe and Trade Management and other relevant parties at management level
  • Analyze relevant reports and establish necessary action and improvement
  • Support and inform the Director Sales & Marketing on all issued related to Marketing and Sales
  • Ensure close communication between departments and offices
  • Analyze training requirements and arrange for regular training of sales steering staff regarding necessary systems, sales, and interpersonal skills as well as other skills that are required to perform individual job responsibilities
  • Supervise, coach and direct sales steering staff and /or agents for optimal performance and exercise cost control whenever necessary
  • Identify and qualify potential opportunities; develop and execute an action plan to secure business
  • Monitor performances of the accounts and ships utilization; develop and implement action plans to address potential shortfalls
  • Maintain regular communication with management, other departments and offices concerning market developments, sales activity and competitors’ activities
  • Report market developments and competitors’ activities to Director of Sales & Marketing
  • Identify and solve problems and address operational issues
  • Assist the Director of Sales & Marketing in all functions whenever necessary
  • Any other Sales related tasks as requested by the Management  
  • Ensuring compete to win processes are followed within the steering department
  • Ensure standard Allocation management  process is followed
Requirements: Qualification and Skill
  • Communication Skills
  • Active knowledge of market, maritime documents and commercial terms
  • Active knowledge of sales techniques
  • Minimum 5 years’ experience in a commercial role, preferably in the maritime sector
  • Active knowledge of English “maritime” language
  • Active knowledge of MS Office
Benefits and Contractual information:
  • Medical Aid
Please apply directly, by clicking on the ‘apply button’ and visit for the latest CA Global jobs.
David Hindle
Engineering Team Manager: Contracting
CA Global Headhunters
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