Our client is a premiere retail and ecommerce logistics provider, with a core industry competence that is both wide and deep. They have extensive knowledge across all channels and geographies, as well as a commitment to the development of their clients' end-to-end Global retail supply chains.  Our client has continued to build a solid reputation around the world as an innovative and flexible provider of first-class logistics – delivering complete supply chain solutions, which specialise in transportation, logistics, forwarding and warehousing. They offer Global implementation experience and expertise across all industry sectors, coupled with vital in-country knowledge and service at local level.

In line with their current strategic development plan, they are looking to recruit a Senior Sales/Business Development Manager for Ireland.

ROLE PROFILE      Sales Manager – Ireland

Reporting to:   Managing Director – Ireland / Operations Manager Ireland

Direct Reports: Inside Sales / Sales Executives/BDM’s

Purpose: Responsible for sales and commercial activities within the island of Ireland, including winning new business, increasing    wallet share of existing business (with focus on non-CSG clients) and responsibility to meet/ exceed agreed budgets.

Skills  

Relationship building and networking.

Managing sales process from initial contact through to closing and then on-boarding.

Presentation via multiple formats – ppt, word, demonstrations, etc.

Financial reporting includes P&L, margin management, forecasting and operational EBITDA modelling for new opportunities.

Building bespoke solution to new/ existing.

Experience

Minimum of 3 years for a multi-national 3PL logistics provider within a successful Sales/ Account Management program.

Extensive experience particularly with multi-modal freight (air/sea/courier) business development, with some 3PL warehousing and/or e-commerce development an advantage.

Proven track record of sales within a multi-service logistics provider.

Proven ability to manage and develop a sales team.

Strong relationship skills with focus on key decision makers.

Good knowledge of tech solutions - PO management systems, WMS’s & TMS’s.

Key Objectives

•  Develops and expand customer base across all services. Work within the sales and support teams for the achievement of customer satisfaction, revenue/ GP generation, and long-term account goals in line with company vision and values.
•  Present our clients solutions across all key services – Value Added Freight, Omni-Channel fulfilment/ cross border delivery and project lead solutions/ white glove.
• Account sponsorship and P&L responsibility for non-CSG Key Accounts (Top 10) accounts.
• To support all key commercial decisions within IRE, review/ agree team training and development as well as communication to team on company, branch, country, and team objectives/ achievements.

•   Demonstrates technical selling skills and product knowledge in all areas listed above that allows the Sales Director to give effective               presentations in person or virtually.
•   Meets or exceeds agreed upon sales targets for revenue/ GP.
•       Complete understanding of pricing and proposal models.
•       Demonstrates the ability to carry on a business conversation with business owners and decision makers.
•       Maximizes all opportunities in the process of closing a sale to increase wallet share through selling all company services.
•       Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
•       Develops a personal network of qualified leads through referrals, telephone canvassing, and networking.
•       Creates and conducts effective proposal presentations and RFP responses that identify prospects’ business problems, the effects of the problems and creating solutions to their problems.
•       Responsible for sourcing and developing client relationships and referrals.
•       Maintains accurate records of all sales and prospecting activities in Salesforce including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of all Microsoft Office products to conduct professional business information.
•           Management of Dublin IS (Inside Sales) team to support winning and onboarding new business.
•       Shared commercial responsibility with the Operations Director to review revenue, GP and EBITDA vs budget and identify opportunities to improve where possible.
•          Support managing the Dublin team with training and development, effective communication with a focus on commercial objectives within the branch
•        Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented. 

•       Internal / External Cooperation
•       Maintain contact with all clients in the market area to ensure high levels of Client Satisfaction.
•       Demonstrate ability to interact and cooperate with all company employees.
•       Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
•       Maintain professional internal and external relationships that meet company core values.
•       Proactively establish and maintain effective working team relationships with all support departments.