Vertical Manager

SUMMARY:
Our client, one of the largest global freight forwarding companies are looking for a Vertical Market (VM) Manager in Johannesburg who will be responsible for the overall sustainable business growth with existing customer base and new clients in a defined industry segment in South Africa.

POSITION INFO:

Education and requirements:
Matric
Relevant Bachelor and/ or Master’s degree or equivalenT
Min 8 years business experience, mainly in the international logistics / transportation field, with strong key account management and business development success.
Proven record of successful business development with multinational companies
Detailed knowledge of logistic services (Ocean, Air, Land and Contract Logistics) and understanding of supply chain management in specific industry segments
High degree of work flexibility and willingness to travel

Skills and Competencies:
Outstanding interpersonal competencies, and cultural sensitivity
Leadership skills, ability to drive business success through virtual teams
Strong business acumen, result-focused business approach
Excellent communication, mediation and presentation skills
Focus on business development along with strong “selling” ability
Positive and convincing attitude and an empathetic, motivating personality
Strategic and conceptual thinking with good problem-solving skills
Ability to handle/manage conflicts with internal and external parties
Ability to work both independently and collaboratively across cultures and geographies
Very good command of English language (verbal/written)

Main Tasks and Accountabilities:
Contribute effectively to the sales and Vertical Market strategy for South Africa, with a clear plan for own sales and practical actions for short, medium and long term achievement.
Responsible for business retention and growth targets (financial & volume) within the specified vertical market in South Africa, across all logistics/transport modes.
Develop and maintain an ongoing pipeline / list of prospective clients within the specified vertical environment.
Manage existing customers, establish and grow relationships with agreed accounts.
Identify, pursue and close new business opportunities with existing and new multinational companies within a defined industry segment.
Support and guide South Africa country management and KAM/Sales teams in managing and developing global and regional key account business successfully.
Drive industrial vertical market strategy & development; provide business leads
Collect, analyse and communicate customer, market and competitor information relevant to the specified vertical sector.
Ensure KAM fundamentals are followed, i.e. SOPs, billing topics, reporting, operation and customer KPI monitoring, contract management, account mapping/Key Account Development Plan, QBR/MBR management etc.
Ensure close communication and alignment on strategy, target development and achievement with MEA countries, product teams and global vertical market leads.
Facilitate a close, customer-focused collaboration with products, P&L owners and country sales / Route Development teams.
Develop and drive marketing plan specific to the industrial vertical in conjunction with key stakeholders.
Foster mentoring, coaching and motivating sales staff.

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