Summary

The Sales Manager role is a key member of the DSV Road, Sales Organization. DSV Road Sales Managers are responsible for developing and expanding our North American Brokerage Services through direct customer sales. Customer Targets range from Transactional and Committed relationships to Contractual partnerships. Sales Managers are trained and empowered to sell across DSV Divisions but primarily sell DSV Road’s Suite of Services, including but not limited to, FTL, LTL, Intermodal and myTMS (DSV Road’s online customer portal). The Sales Manager is responsible for a geographic territory but has the potential to follow freight and client needs on a national level. They play an important role in identifying and developing relationships with prospective clients, and existing customers, that typically go beyond a single point solution. DSV Road Sales Managers have a high degree of autonomy to manage the sales process with the full support of the DSV organization.

Essential duties & responsibilities

• Creates and maintains a sales pipeline of qualified prospective clients, within a defined geographic territory, in order to achieve set sales targets.
• Targets and secures clients that are a match to the ideal product profile, ideal client profile, and are in line with the Company strategy.
• Sells DSV Road product offerings including, but not limited to:
  • FTL
  • Dry, Temp Controlled, Flatbed
  • LTL
  • Traditional LTL and Consolidated
  • Intermodal
  • Transport Management (TMS)
  • Specialized trucking (out of gauge, project related)
• Reviews and identifies opportunities through the Sales Process in order to maintain a successful pipeline and achieve sales targets.
• Maintains the short-term relationship with the client to ensure satisfaction with the solution(s) provided and drives growth with the client.
• Takes accountability for coordinating the successful implementation of services sold to operations divisions responsible for day to day Commercial and Execution handling
• Ensures successful handover of the client to the retention/account development executive to ensure a sustainable long-term relationship
• Identifies integrated service offerings by liaising with cross business units for support to create breadth within the client’s supply chains and strategic relationships.
• Ensure sustainable on-going revenue (SOP, SLA, KPIs and RFQ).
• Engages with Senior Management on target clients and aligns DSV’s services to their supply chains by means of a sale.
• Compiles and delivers proposals and presentations that are current, accurate, and in line with Company standards in order to secure new business.
• Performs other duties as assigned

Minimum required qualifications

Education / Experience

• Bachelor’s degree in Supply Chain, Business Administration or experience in lieu of education.
• At least 2 years industry experience in Domestic Transportation
• At least 2 years relevant outside sales experience
• Agile decision maker with marked effectiveness
• Proven track record of significant growth in Gross and Net revenue
• Demonstrates excellent verbal, written and visual presentation, communication skills

Skills, knowledge & abilities

Computer Skills

• Proficient with computers and their programs, including Microsoft Office (Word, Excel, PowerPoint, Outlook, Internet).
• Familiar with working in a CRM (Microsoft Dynamics, Salesforce, etc.)

Language Skills

• English (reading, writing, and verbal).

Mathematical Skills

• Intermediate

Other Skills

• Persistent in the pursuit of business
• Both sales and operationally inclined – can sell as well as deliver
• Customer centric approach with Account management experience
• Outstanding conceptual thinking skills – ability to formulate creative solutions to address customers’ needs
• Excellent relationship building skills from dock managers to the C-suite
• Continuous improvement and self-development that benefits individual and others
• Strong creative problem solving and analytical skills
• Displays good judgment and initiative
• Demonstrated ability to work in a matrix environment – must work well across multiple business units
• Internally motivated
• High integrity