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Regional Sales Director – London

Closing Date: 24th July 2024

Vidu Group

About this position

Vidu are working on a super exciting assignment in the search for a Regional Sales Director on behalf of a globally renowned logistics business.

Our client has engaged with Vidu VIP to carry out the initial search.

Our team of dedicated consultants will be your first point of contact when applying for this role.

There is an attractive salary and package on offer with this role, and excellent opportunities for career development and progression.

Role Purpose:

In the role of Regional Sales Director you will be expected to achieve and drive revenue for assigned Regional territory through the Recruitment, management and development of Area Sales Managers, in order to implement a successful sales strategy and maintain/grow a profitable revenue stream from customers serviced. Furthermore, you will be responsible for leading and developing the sales force in order to enable them to achieve the set revenue targets whilst meeting key customer needs and expectations.

Success Criteria:

As Regional Sales Director, you will be responsible for ensuring our clients market leadership position across air and road express business. You will achieve this through management of the Regional Sales Management team, identification of new business opportunities and ensuring all targets are exceeded.

You will also lead sales and client-relationship management, track new markets and emerging trends, recommend new products and services, develop strategic partnerships and guide long-term objectives to meet business needs and requirements.

Specific Role Challenges (key focus areas/challenges)

Implement the country Sales Plan, Sales Strategy and Sales Budget in the responsible territory.

Ensure ongoing engagement of the team through proactive leadership, championing annual employee opinion survey.

Monitor market intelligence and implement appropriate actions in order to act on business risk within the framework of the current strategies.

Accountability – Activities & Responsibilities:

People Management.

Recruit and retain high performing and engaged Sales Management teams adhering to internal guidelines and procedures.

Set, agree and monitor performance expectations with your direct reports.

Monitor the achievement of Sales Key Performance Indicators throughout the regional sales team ensuring necessary interventions are put in place where and when required.

Support the ongoing development of the Regional Sales team through promotion of internal development programmes and opportunities.

Ensure resourcing and succession plans are in place and hiring gaps are minimised.

Define training and development needs for all direct reports and ensure targets are achieved through regular performance reviews and ongoing assessment of skills.

Conduct annual performance appraisals, ensuring ongoing focus on talent and succession.

Customer/Stakeholder:

Manage and develop the existing and potential customer base through Area Sales Managers and teams in order to achieve profitable revenue growth.

Ensure E-Commerce tools are consistently promoted to customers and implemented to achieve customer satisfaction whilst achieving lowest cost per shipment transactions.

Act as senior local escalation point for customers and sales managers to ensure customer retention and operational capability.

Ensure that customers are appropriately allocated to the sales channels according to the commercial guidelines.

Ensure the effective transfer of customers between the Sales Channels to maximise the long-term benefit to the business.

Manage the cost of sales for the customers allocated to the sales cluster and territories.

Process:

Determine and implement sales business plan for regional cluster.

Provide market data and intelligence to the wider business and Senior Sales Management teams in order to inform future strategy.

Work in collaboration with Regional Field Operations teams and other departments to maximise effectiveness of territory and ensure an ongoing focus on customer experience.

Adhere to the agreed pricing policies, monitor profitability against targets and ensure a consistent approach to price re-negotiation.

Manage the cost and revenue budget and forecast for the sales cluster/area to ensure that the budgeted and/or forecasted growth reflects the market potential.

Ensure proper usage of the sales support processes and tools so that the sales team can be more effective and efficient.

Skills and experience required

Experience within the logistics industry is essential.

Cross Border Thinking/ Cross Functional Thinking.

Proven background in Sales management.

Strong sales background in a consultative selling environment.

Business and commercial acumen.

Strategic thinking with the ability to adapt to market changes.

Excellent leadership capabilities, managing and inspiring people whilst simultaneously driving profitable revenue.

Strong collaborative skills to impact and influence.

Strong relationship management skills.

Excellent communication and customer centricity.

Driven to succeed and achieve targets.

Education/Qualifications:
University degree in a business discipline (preferred)