Mode 3 are exclusively retained to fill a newly created function.  This hugely successful freight forwarding group has been on a growth journey following a number of acquisitions.  With revenues now exceeding £200m and offices throughout the UK and Europe, the group is well positioned for further expansion particularly in its core European Road Freight division, but also across Contract Logistics and Air Freight / Sea Freight.  Playing a key role across UK and European business units, success in this position would create a future progression pathway to the role of Chief Commercial Officer.

Duties

  • Create and manage central Sales function with the aim of leading the coordination and standardisation across the Group to support and maximise group sales activities
  • Design a sales strategy across the Group which includes: Client Lead Management; Pipeline Management; Group CRM tool
  • Review and recommend optimised sales commission plans
  • Develop common metrics and KPI; Retention Analysis; Sales Force efficacy
  • Client lifecycle Management; Monitor Cost of a Sale by account.
  • Lead sustained achievement of annual sales targets and growth objectives, delivering coordinated organic growth across the Group
  • Initially focus on supporting UK Freight forwarding and Logistics services, then extend into Europe by supporting European sales activities
  • Coordinate a centralised approach for Pan-European accounts, and for Key account management including the exchange of client leads across the Group
  • Improve client experience during the acquisition process
  • Spread best practice, support in RFQ, tender management
  • Providing sales support to the UK Freight Forwarding and Logistics operations and attract valuable business based on the desired client profile
  • Agree and align the desired targeted client profiling for the various service lines: Freight Forwarding Road, Contract Logistics, Air Freight, Sea Freight
  • In consultation with sales departments and business management build target client lists for the various markets
  • Compile lists of tenders/contract renewals to be pursued both on national markets as well as pan-European

Experience required

  • An extensive background in the freight forwarding industry
  • Sales process management across multi country operations – preferably pan European
  • Track record of success in wining and managing complex tender processes – within the transport and logistics sector and across borders
  • Good understanding of client profiles/needs and formulate requirements leading to adequate solution design
  • CRM selection and implementation – international rollout and application
  • Experience in designing Sales commission schemes
  • Design and Implement sales performance KPI dashboards
  • Proved successful sales background
  • Working command of German and/or French

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