Regional sales manager
Transporters Sal
Total years of experience :17 years, 1 Months
Branch Manager
Identify current and prospective sales opportunities and develop forecasts, financial objectives and business plans for the branch Develop and implement sales and profitability plans according to account management principles that ensure the development and maintenance of account plans Direct all operational aspects of the branch to include distribution operations, customer service, human resources, administration and sales in a manner that supports reaching the profitability goals. Oversee branch financial management Assist general manager in developing branch and organizational objectives, and also in formulating policies and budgets Communicate effectively with other branches and senior managers by sharing information on effective practices, competitive intelligence, business opportunities and needs Address customer and employee satisfaction issues promptly Cooperate fully with the Credit Department in extending and enforcing credit policy Manage the branch honestly, follow high ethical standards, and comply with all government regulations Ensure the safekeeping of company assets, including structures, equipment, inventory and cash Maintain and enforce personnel policy Select, promote and discharge employees within the branch in accordance with basic personnel policy Evaluate regularly the effectiveness of the branch operation, to see that policies are being observed and that goals are being attained Take prompt corrective action as needed Participate actively in community, business and industry organizations to build a network of contacts that improve the presence and reputation of the branch and company in the local area Achieve the profitability goals/objectives of the division/branch and organization Maintain proficiency in computerized systems and other technologies as required Increase personal knowledge and expertise in business, appropriate technology, etc. Follow company policies and procedures
• Regular updates / reports to management on sales activities, client updates and addition of new services to the client market including monthly Business Development Report.
• Ensure sales people productivity is met of activity levels, KPIs and financial targets.
• Monitor timely payments by accounts.
• Ensure strict compliance of OneView (Sales Data System)
• Any other related duties / projects assigned by the direct report from time to time to meet the business exigencies
• Manage and monitor day-to-day Sales activities and focus on building revenue.
• Build a positive image and satisfaction among key customers and build long-term key account partnership.
• Assuring that overall policies and procedures set by top management are applicable and the work of the sales team are in accordance.
• Ensuring compliance with timely reporting and development of the Sales Process.
• Coordinate internal team and client issues, follow ups and process improvement with operations.
• Build key competencies in the Sales team for Account Management, market intelligence, key focus areas and verticals.
• Review sales performance and provide monthly Sales pipeline and Revenue reports.
• Regular Analysis of existing and pipeline customers for ensuring profitability and long-term retention.
• Prepare, execute, monitor and update at regular intervals the business plan for the department
• Monitor and improve key departmental productivity indicators including but not limited to:
o Shipments Per Desk (SPD)
o Revenue Per Desk (RPD)
o Expense Per Desk (EPD)
o Revenue Per Shipment (RPS)
o Revenue to Expense ratio
o Excel measurements
• Instill and foster a climate of compliance at all times to regulations. Internal policies and procedures and external government regulations or customer policies/requirements
• Build and maintain strong relationships with vendors (airlines, trucking companies, and others)
• Evaluate vendors at defined intervals per company policy, focusing on areas of possible improvement with corrective action plans where needed.
• Monitor shipment reports to ensure total customer satisfaction
• Assist District Manager with preparation of annual department budget.
• Meet monthly with District Manager to review department financial P&L and productivity results and goals
• Ensure company credit procedures are followed and utilized effectively.
• Manage accounts payable to vendors (airlines, truckers etc.)
• Ensure any contracts, vendor, customer or other, are reviewed in accordance to company contract policies prior to being signed
• Utilize TOP 20 ACCOUNTS and CLIENT REVENUE reports to continually evaluate the development of the departmental client base and the revenue distribution amounts and % of top clients, and work towards goal of balanced customer base (no more than 10% revenue by one customer)
• Actively develop business for department through active involvement in sales and retention process and close coordination with sales department.
• Ensure Quality Management Reviews and scorecards (QMRs) are completed with your regular customers.
• Pro-actively provide pricing alternatives, routing solutions and technical assistance to clients through internal sales both regional and global
• Orchestrate the sales processes
• Analyze the sales territory (Market analysis)
• Create and Manage the Business Plan
• Conduct regular customer training/awareness sessions
• Co-ordinate branch visits (when sales related)
• Create and Manage the Department’s Financial Budget
• Lead the building of operations and sales partnerships
• Conduct Branch Sales Program reviews
• Facilitate regular branch training sessions
• Recruit, Interview, Hire, and Terminate Sales staff
• Use TS (TeamSell) to identify DSE weaknesses & strengths
• Review needs assessment data (including flowcharts and facility diagrams)
• Use the feedback worksheets to focus discussion on what skill needs to be developed, and to manage the action plan for it.
• Administer the Sales Certification tests
Branch manager / freight forwarding