Headford Growth

As a Fortune 500 company, my client employs more than 17,000 trained professionals in a worldwide network of over 330 locations across 6 continents. Their services include the consolidation and forwarding of air or ocean freight, customs brokerage, vendor consolidation, cargo insurance, time-definite transportation, order management, warehousing, distribution and customised logistics solutions.

They now have an opportunity for an experienced Direct Sales Manager to join their Manchester team. Further details of this fantastic opportunity below.

Role

The District Sales Manager (DSM) leads our District Sales Program. Through the development of our District Sales team, the DSM ensures a consistent and effective District Sales Program within their regional office. The DSM is responsible for recruiting and developing sales executives both at entry and senior level positions in addition to maintaining an on-going pipeline of candidates. Through leading a vibrant District Sales Program and Sales team, the DSM maintains the momentum and Sales consistency which results in steady and ever-increasing revenue and market share growth for the company.

Key Deliverables

These are primary areas of focus for a District Sales Manager. The minimum results expected from a successful DSM are presented below.
1.     Team Growth:

·      Campus Recruiting
·     Search Talent Pool
–       Competitors
–       Carriers
–       People in other service industries
·      Participate in Management Trainee Program
·      Participate in Employee Orientations (connect with new employees early)
·      Extreme Focus on Job Fit
·      Recruit, Interview, Hire and Upgrade Sales Staff

2.     Sales Territory:

·      Analyze the Sales Territory (market analysis)
·      Create and Manage the Business Plan
–       Opportunity
–       Competition
–       Coverage – Geography
–       Coverage – Match Sales
·      Executive to Territories and Clients
–       Branch Strategy (whatmakes sense to go after and how)
·      Co-ordinate Branch Visits (when sales related)

3.     Sales Programme:

·      Set and Manage Priorities and Department Goals
–       The Stated Goal
–       How You Will Reach the Goal
–       What Measurements are in Place to Reach/Exceed the Goal
·      Create and Manage the Department’s Sales Partnerships
·      Facilitate the Weekly Sales Meeting Manage Sales Department Projects
·      Conduct Branch Sales Program Reviews
·      Facilitate Regular Branch Training Sessions
·      Monitor Branch Use of Exceed
·      Monitor Compliance to Corporate Sales and Marketing Standards

4.     Sales Process:
·      Conduct Sales Executive Performance Review
·      Use CRM to Identify DSE Issues and Strengths
–       Percent of Leads Routed to Opportunities
–       Visits to Close Percentage Time on Step Analysis
·      Use Observation to Identify Issues and Strengths
–       Review the Research Material Uncovered by the DSE
–       Websites/Finance/industry Studies
–       Look at Go/No Go Decision Notes – Review Pre-Call Planners
–       Review Needs Assessment Data (including flowcharts and facility diagrams)
–       Observe Sales Calls (joint sales calls to see how interactive they are)
–       Discuss Program Recommendation Process to See if They Have Involved the Right People
–       Review Program Recommendations
–       Assist in Presentations
–       Review Executive Summaries
5.     Development:

·      Budget and Finance
·      Manage Multiple Priorities and Projects
·      Manage Multiple Facilities (larger districts)
·      Purchase Materials Industry Training
Qualifications

To be the most effective in this position we are looking for the following skills and experience:

Strong oral communication, written communication and analytical skills
Strong presentation skills
Proficient in Microsoft Suite (e.g. Outlook, Word, Excel, PowerPoint)
5 years of management experience working a team of 3 or more
Ability to perform and meet KPI requirements
Contract negotiations experience
Structured and organized
Effective at delegating
Charismatic with an ability to connect
Ability to understand local market and key industries present in the local market
Strategic vision and ability to develop and execute effective market strategies

If you feel you have the right skills, experience and drive, please get in touch to learn more.