KEY ACTIVITIES / ACCOUNTABILITIES
Area Management
Develop the national sales strategy for Singapore, based on the GEODIS Global Strategy in complete alignment with the Regional business strategy and market trends. Create an annual sales plan and budget for Singapore country bottoms-up from each of the sales channels, delivering sales force efficiency and effectiveness that meets or exceeds the budgeted growth in sales and profitability
§ Complete alignment of country sales organization with the regional sales strategy
§ Allocate accounts according to the standard definitions as provided by global/regional office
§ Define territories of Field Sales based on specified postal codes or otherwise defined geographical regions
§ Adopt the suitable selling practices in line with company’s strategy to increase the activity and the return of locally controlled business within Key Accounts and Field Sales Channels
§ Structure and allocate Key account clients based on vertical market segmentation in complete alignment with the regional sales structure and strategy
§ Implement and align the sales incentive scheme for all front-line sales employees
§ Establish individual sales budgets reflecting growth rates demonstrative of market share gains
§ Ensure communication and understanding of the strategic plan including objectives
§ Manage relationships with all internal and external stakeholders
Business Development
Create and maintain a profitable and customer-focused organisation with a strong pool of sales talent to contribute to the achievement of the strategic growth ambitions of the region
§ Ensure all sales resources understand and comply with reporting rules and accurately and timely update of information using the CRM tool.
§ Measure, monitor and directly observe the front-line selling resources through call observations, accompanying on sales visits, reviewing pipeline and territory call planning. Schedule regular observation and engagement sessions, coaching and motivating the team to higher performance standards.
§ Ensure that all sales resources are fully and properly trained to understand who GEODIS is, what we do, how we are to be presented to the customers in the market, and are experts in the unique differentiators that make GEODIS the premier supply chain solutions provider in the market through training sessions, follow up, department meeting and individual one to one meeting
§ Work with Regional Sales and Marketing team to ensure alignment to corporate strategies in terms of focus on verticals, branding, marketing materials, media strategies, campaigns and all customer targeted communication
§ Monitor and engage with the market to understand trends and local country business strategies, collaborate with regional sales and marketing teams to develop products and service offerings that can be replicated and scaled to customers of all sizes within a given vertical segment or sub-segment
§ Manage and drive results within the team through the standard measurement and performance management tools – Sales League, Sales Performance Dashboard, Sales coaching plans, or any other as applicable
§ Recruit and develop top level sales talent in all selling disciplines
Financial Management
Ensure profitability of the country and the achievement of the national sales plan and budget
§ Ensure and monitor planning and control by respective sales channel on a national level
§ Monitor loss making or low yield customers and develop action plans with sales owner to revert on corrective action
§ Follow the credit process engagement with Finance, etc to ensure compliance to credit management policies as well as ensuring that the sales owner is involved in actively understanding and communicating with the customer on any delays in payment or collection issues
Management Information
Gather, consolidate, analyse and report management information on national level relating to sales performance, to ensure alignment with regional sales strategy as well as to ensure realization of national sales plan and budget
§ Manage the reports and the performance of the sales team utilizing the performance dashboards for each sales channel respectively as well as the BD Performance Tool and the Monthly SALES LEAGUE report
§ Provide timely and accurate reporting of relevant details as required and requested
§ Ensure all stakeholders/users are fully trained in and using the CRM system and CRM reporting tools timely for sales performance measurement.
Business Planning and Performance Improvement
§ Drive behavior across all sales channels focusing on productivity in Field Sales and pipeline size and quality across all sales channels, Field Sales (FSM) and Key Account (KAM))
§ Conduct regular performance reviews of all sales functions in the country and ensure agreement on appropriate corrective actions where results are below target;
§ Manage a balanced portfolio of businesses across the sales channels and the focused verticals, increasing pipeline size and quality consistently across all selling channels and all selling resources under responsibility
§ Use a Business Excellence model to achieve continuous improvement of results and ensure best practices approaches are deployed throughout the country.
Process Management
§ Manage the standard process for each sales channel as outlined and communicated by the regional sales strategy;
§ Implement and constantly enforce company-wide health, safety and security systems that make provision for systematic identification and elimination of hazards within the sales department
Meetings
§ Lead & Organize weekly de-brief meetings with the team to review sales pipelines, discuss planned sales activity, opportunity pipeline & support required.
§ Attend and update monthly performance status to Regional Director during Monthly Review Meetings.
Leadership & People Management
· Steer, develop and motivate direct reports, in line with the global HR policies, individual and company’s objectives, to ensure the necessary quality and quantity of staffing for current and future needs.
· Ensure compliance to HR policies
· Initiate and execute Performance management process, including conducting performance appraisals and midyear reviews
· Identify team and/or individual developmental needs/ opportunities and stimulate and ensure follow-up and execution
· Demonstrate commitment to Geodis Singapore by keeping the team committed to deliver the Business Vision, Mission and Values. Act as ambassador
· Motivate, inspire, develop and engage all direct reports
· Conduct people interactions timely, in a transparent, approachable and trustworthy manner
· Communicate on strategy and business results on a regular basis. Engage dialogue to keep the communication flowing
· Ensure realization of training programs in co-operation with HR
· To ensure regular fortnightly credit meetings are conducted
· Should endeavour to retain quality staff in line with our golden rules
Relationship Management
· Cooperate with managers in other parts of the Group outside the country and always create value by acting in the best interests of Geodis when making decisions
Compliance and Internal Policies
· Implement and comply with Geodis Group Policies involving but not limited to health and safety and security procedures
· Operate in accordance with all legal requirements and external regulations
· Work with Regional Legal to ensure minimizable legal exposure upon critical decisions of the company
Organizational Culture
· Create a positive work culture to ensure the commitment of both the staff to the company and vice versa are realized; be the employer of choice
· Create a performance focused environment where all employees and the country as a whole can excel
- Embrace the 5 values of Geodis (Commitment, Innovation, Passion, Solidarity, Trust) by being an ambassador to promote and act as a role model behave in accordance with that.
· Overall Achievement of Singapore Sales Budget
· Ensure all Sales Resources achieving their individual sales targets – productivity, pipeline and budget
· Pipeline sufficient to achieve budget based on country hit rate
· Alignment of country organization with regional sales strategy
· Maintain ratio of sales support to sales resources
ESSENTIAL EDUCATIONAL AND / OR TRAINING QUALIFICATIONS & CERTIFICATES
· Bachelor’s degree in Business Management or any related field and above
PREFERRED EXPERIENCE AND KNOWLEDGE
· At least 7-10 years’ experience in Logistics and/or Freight Management in Singapore and SEA
· At least 5 years’ experience in Sales management roles within an international company
· Sales management background
· Experience in selling to large accounts is desirable
