Posted: 12/20/2010 Expires: 1/7/2011 Ref: 55095
Sales Manager – Central West Africa Cluster – Maersk Line, Lagos, Nigeria

Are you looking for a fantastic challenge in a strong, emerging market with unique growth?

Maersk Nigeria is pleased to offer the right candidate a great opportunity as Sales Manager for the Central West Africa cluster comprising Nigeria, Ghana, Benin and Togo. In line with the Maersk Line Africa 1st strategy, there are huge opportunities to develop this business critical department, and we are looking for an eager, highly driven and motivated individual to work with the commercial departments within the cluster in achieving this.

Starting date: Latest April 1st 2011

Dimensions and Scope

· To deliver and optimize Yield and Volume for the cluster

· To deliver on CSS (Customer Satisfaction) targets for the cluster

· To increase customer satisfaction and loyalty

· To deliver on Productivity targets for the cluster – FFE/Sales FTE

· Deploy clear objectives throughout the sales organization linked to the cluster scorecard and Maersk Line and sales strategy

· Drive a performance culture

· Develop Sales Pipeline mindset supported by effective coaching and competency development

· To recruit and develop sales people and build a talented organization

· To ensure overall coordination between channels, functions, countries and region

Key Areas of Responsibility

1. Coaching and Development

· Improve the competencies within the sales organization through effective coaching

· Instilling the coaching framework within the sales organization

2. Account Management

· Maintains senior relationships with top accounts

· Make joint calls with sales executives in relation to the account strategy as part of coaching

· Establish/approve account strategy and account planning for key accounts where applicable

· Drive channel optimization through quarterly customer allocation exercise with follow up on action plans basis justification and cost to sell

3. Sales Team Performance

· Manages Sales resources (selection, development and succession) efficiently

· Develops Sales Pipeline mindset through coaching and pipeline reviews

· Ensure optimal activity management and account Management to truly understand our customers and their needs

· Implement Commercial Incentive programs (CIP) to incentivize and drive performance behavior

4. Drive Campaigns to Generate Healthy Pipeline and Yield

· Give input to the Trade and Marketing team on relevant campaign ideas, target audience based on customer knowledge and competitor actions

· Receive opportunities from campaign team and from telemarketing. Follow up on these via your sales force and ensure Insight updated

· Monitor progress and give frequent feedback to Trade and Marketing team to ensure learning’s.

· Interact extensively with Trade and Marketing team to ensure feedback from customers and knowledge of the market place is gathered, analyzed, discussed and actioned.

· Develop and target business opportunities based on analysis coming from Trade and Marketing team – short, medium and long term

5. Develop and Maintain Sales Strategy

· Develop an effective commercial strategy approved by the Cluster Top and deliver on the targets

· Leverage understanding of local business environment to support the development of sales strategy

· Set clear and actionable strategy for the sales team and develop innovative plans to achieve goals in line with the Maersk Line global sales strategy.

6. Sales Leadership

· Attract and retain strong talent through clear deployment of objectives, competency development, coaching and incentivizing

· Act as a role model and collaborate as a senior Maersk Line executive to promote the Maersk Line values and objectives in the sales organization

Skills and Competencies Required

· Bachelor’s degree in business or related field

· Minimum 5 years Sales experience in leadership position

· Ability to set clear sales strategy and direction

· Role model for sales leadership-performance management, coaching, time management, attracting and retaining talent

· Role model for customer relationship leadership

· Ability to builds trusted relationships across Maersk Line

· To leverage internal and external relationships to expand business opportunities for Maersk Line

· Possess strong business, customer and market understanding

· Sales process management and possess a pipeline mindset

· Process Excellence (PEX) mindset and ability to visualize and interpret trends from reports and data

· Financial acumen and cost awareness

· Cross functional collaboration

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