Lighthouse Logistics Pte Ltd is a local Logistics Solutions Provider, encompassing Project Logistics & Contract Logistics (including Freight Forwarding)
We are looking for a passionate and results-oriented General Sales Manager to drive revenue. This pure Commercial role is responsible for generating leads, making sales calls, developing and meeting sales targets, including developing a Sales team.
To be successful as a General Sales Manager, you should be an inspired self-starter and able to develop and drive sales growth. Ultimately, a top-notch General Sales Manager should be able to formulate and execute go-to-market strategies, build rapport with customers, close sales and also build & drive the Sales team.
The successful candidate is likely to be able to stand on his/her own feet to develop business around our partners’ capabilities. Whilst we are asset light, the successful candidate is likely to work closely with our partners to develop win-win strategies.
Contract Logistics
General Sales Manager – Contract Logistics (including Freight Forwarding)
Roles & Responsibilities
- Ensure the overall P&L of the division.
- Develop / implement a Project Logistics Strategy to support the overall Sales and marketing strategy.
- Provide monthly report to the Management highlighting business performance, competitive landscape and recommendations for increasing revenue
- Lead the procurement efforts of new businesses to boost sales
- Seek new business opportunities and establish contacts within the agreed and defined target customer in the O&G Industry
- Develop / Assist the sales team to grow and manage existing Project Logistics customers trading today
- Assist procurement and operational team members in project moves & and building RFP tender responses
- Liaise with sub-contractors and 3rd party service providers on the strict guidelines given to them in order to meet customer expectations
- Develop full-scale project execution plans and related communication documents
- Manage the sales cycle for all Project Logistics accounts from the contact stage to the post-closing stage for all sales personnel to ensure all customer requirements are well understood and responded to taking into consideration the capabilities offered by the company
- Deliver agreed revenue and shared objectives on a monthly, quarterly and annual basis; achieve the monthly KPI’s
- Review and track progress against revenue and targets; analyze sales/revenue reports; recommend and propose changes to existing plans and operating budgets; implementing approved changes
- Work closely with other internal departments and stakeholders through regular meetings to ensure client/ contractual needs and expectations are communicated to achieve positive results
- Proactively work with the Finance Department to ensure all payments are collected within the agreed timelines as per the credit terms the customer has with the company
- Ensure all customer visits, opportunities and any other customer information are updated into CRM in line with the requirements and expectations
- Determine and assess need for additional staff and/or consultants and make the appropriate recruitments if necessary during each project cycle.
- Set and continuously manage project expectations with team members and sub-contractors
- Manage tasks and responsibilities which may include delegation to appropriate personnel
- Identify and resolve issues and conflicts within the project team and among the sub-contractors
- Plan and schedule project timelines and milestones and track it
- Develop and deliver progress reports, proposals, requirements documentation and presentations
- Proactively manage changes in project scope, identify potential crisis and design contingency plans
- Train, motivate and supervise project team members and sub-contractors and influence them to take positive action and accountability for their assigned tasks
- Make sure of billing of each job on a timely manner and as per the agreed contract terms and make sure that AR targets are met
- Other ad hoc duties as assigned by management.
Requirements
Key Competencies
1. Behavioural
- Result Oriented and Bottom-line, with no Excuses Execution
- Coachable
- Excellent planning, time management, collaboration, decision making, organization, presentation and negotiating skills
- Strong background in client relationship management and a proven track record in business procurement, development and growth
- Demonstrated success in managing (KPI’s) Key Performance Indicators
- Manage customer situations promptly and professionally meeting commitments for service and assistance
- Ability to prepare and present company materials suited to the client
- Able to lead, manage and inspire a team of sales persons
2. Communication
- Ability to communicate and interact effectively with people from multi-functional and diverse backgrounds
- Ability to write reports, business correspondence, and procedure manuals
- Ability to effectively present information and respond to questions from management, employees, clients and vendors
3. Technical
- In-depth knowledge of all products and services
Person Specifications
- Diploma/Degree in Sales or any other discipline relevant to the supply chain or logistics industry.
- Working experience in logistics or supply chain in a freight forwarding. environment will determine the designation. Candidates serving the Oil & Gas industry will have an advantage.
- Good presentation and communication skills.
- Possesses good Excel (intermediate and above) and Powerpoint skills.
- Result-oriented, sales focused, process driven, task manager, organizer and planner, customer orientated with good interpersonal skills are the key success factors in this position.
- Good sales track record.
- Hands on operational person who will get involved in operations especially during onboarding of new customers.
- Independent, self-motivated team player.
Additional Notes
The right candidate will be able to hit the ground running and immediately start opening doors with a short / mid / long term strategy that ensures consistent development in line with the operational capabilities of the business.
The right candidate will want to continually grow opportunities to be recognized as a Key Player in the Company.
