The “Vertical Sales Manager” is a commercial customer facing HUNTING role that has overall responsibility for the commercial development of targeted New and Additional Business Solution Customers through identifying, qualifying, consulting, developing Value propositions and selling large scale and complex supply chain solutions within a defined vertical industry(s).

The purpose of the role is to own and lead regional pursuit teams in order to attract new logos and grow additional business within the assigned Vertical Account Portfolio (which may encompass mainly Regional and potentially Global Accounts), thereby strongly contributing towards Damco’s commercial strategies and Regional Account Vertical financial results by developing market share and expanding our footprint in selected Vertical Industries, Products and Trade lanes.

Commercial Responsibilities – New and Additional business Customer development

• Accountable for the result delivery derived from sales activities within the targeted new and additional business Regional / (Global) Account portfolio, by personally leading opportunities and pursuit teams through the process of identifying, qualifying, pursuing and winning new and additional business opportunities in collaboration with functional pursuit team members within the Damco network.
• Accountable for the implementation and compliance of all relevant approved Damco commercial ‘ways of working’ blueprints and all associated tools, to continuously drive results from New Global and Regional Account Customers.

Pre and Post Sales Responsibilities

• Accountable for ensuring that Value Propositions sold are fully scoped with robust pre and post sales engagement and commitment from commercial, solutions, pricing, carrier management and operational pursuit team members, with ensuing comprehensive SOP’s enabling flawless execution of the sold value proposition, and ensuring contracts / agreements are vetted and authorised by signatories.
• Accountable for being the “Regional Owner” of assigned existing and targeted customers within the portfolio and thereafter engagement with Damco counterparts for multi-regional customers and pursuits
• Accountable for ensuring that customers meet committed levels of volume and traffic profile, and for proactively addressing shortfalls in commitment, with ensuing renegotiations as necessary.
• Accountable for seamless and timely transition of customer management from RSS (Regional / Global Account business development) to KAM (Key Account Management) resources. This will include the development of ‘pre-handover’ Damco Account Plans that have had appropriate aspects shared with the customer and signed off as an agreed way forward and general intent.

Commercial Footprint expansion

• Accountable for identifying and sharing customer strategies that may provide a platform for future Damco product development and enhancement, with internal Damco product development stakeholders.
• Accountable for capturing and escalating ‘success stories’ from significant customer wins and supporting knowledge transfer to team members for ongoing competency improvement

Requirments:

• 10 years + in a client facing commercial role, ideally from within shipping, freight forwarding or supply chain solutions industry
• At least 5 years selling to MNC customers experience is essential with ability to understand how supply chain solutions may be leveraged to deliver strategic intent across all functions of a client’s business
• Must be able to also engage and empathise with less senior influencers and users
• Proven ability to deeply and broadly build an understanding of target customers’ strategic intent and current position, thereafter identifying opportunities for partnership with associated stakeholders
• Strong knowledge of Logistics process and solution design outlines
• Specialised knowledge relative to the Vertical Industry assigned… global logistics management processes, Trade / Regulatory / Statutory and Security compliance requirements, technological solutions relative to the vertical (EDI / SAP connectivity, Event management and reporting needs, et al).
• Proven track record of targeting, pursuing and winning a sizeable portfolio of new logo key customers, through combined personal and collaborative selling efforts.
• Proven track record of targeting, pursuing and winning opportunities from existing customers within an assigned customer portfolio, through combined personal and collaborative selling efforts.
• Proven track record in a matrix, multi-cultural organisation, building strong relationships and networks both locally and internationally.
• Highly developed consultative selling approach, persuasiveness and influencing skills
• Consummate communicator and presenter
• Numerate, financially astute and analytical
• Intellectual, strong organisational and planning skills, can translate strategies to plans to results
• Well-developed Negotiation skills
• Developed IT Skills that includes a comprehensive understanding of IT requirements from a client interfacing perspective
• Fluency in English

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