National Sales Manager - Freight Logistics (MNC Freight Forwarder)

Job Title: National Sales Manager (Freight Logistics), Malaysia

Department: Sales & Marketing

Reporting to: Managing Director, Malaysia

Functional Reporting: Regional BD Director – Asia Pacific

Objective of the Department:

The Sales & Marketing Department is dedicated to ensuring that the business unit meets its annual financial targets and strategic goals. This includes driving profitable revenue growth across various customer segments, namely Corporate Accounts, Field Sales, and CSA segments, by acquiring new clients and retaining and developing existing ones.

Customer classification rules are as follows:

• Corporate Accounts: Must generate a minimum gross margin (GM) of EUR 50K per quarter.
• Field Sales Accounts: Customers with a GM of at least EUR 5K per quarter.
• CSA Accounts: Customers with a GM of EUR 5K or less per quarter.

Corporate accounts are further classified based on factors such as additional business potential, influence, required services, and regional priorities. The department will employ a targeted sales strategy supported by a structure aligned with regional sales efforts. This structure is segmented into three sales channels by customer size and within six vertical markets: Hi-Tech, E-commerce, FMCG, Industrial, Retail/Fashion, and Automotive.

Objective of the Role:

The primary objective of the National Sales Manager is to ensure the successful execution of the regional sales strategy within Malaysia. This involves maintaining a structure aligned with the regional sales organization and optimizing processes, tools, and training. The National Sales Manager is responsible for managing the performance of the local sales team across all channels, with a focus on achieving sales targets and improving efficiency.

Performance will be measured by key performance indicators (KPIs), including pipeline size, net sales, gross profit, sales productivity, and conversion rates.

Key Responsibilities:

• Area Management: Develop and implement a national sales strategy that aligns with both the global and regional business strategies. Create annual sales plans and budgets, allocate resources efficiently, and drive productivity improvements across CSA and Field Sales channels.
• Business Development: Build and maintain a customer-focused sales organization. Ensure compliance with reporting rules and provide coaching and development to the sales team. Work with regional teams to align on corporate strategies and market trends.
• Financial Management: Monitor and ensure the profitability of the country’s sales operations. Develop action plans for low-yield customers and ensure compliance with credit management policies.
• Management Information: Consolidate and analyze sales performance data to ensure alignment with regional strategies. Ensure accurate and timely reporting using the company's CRM tool.
• Business Planning and Performance Improvement: Regularly review and improve sales functions, focusing on productivity and pipeline quality across all channels.
• Process Management: Implement and enforce standard processes for each sales channel in line with regional strategies.
• Organizational Culture: Foster a positive work environment that promotes commitment and performance. Emphasize the company's values in all actions.
• Leadership: Develop and motivate the sales team, ensuring they are equipped to meet both current and future business needs. Regularly engage with the team to provide feedback and ensure alignment with company objectives.
• Meetings and People Management: Lead weekly meetings to review activity and pipeline. Attend monthly performance reviews and support the implementation of HR policies to manage the sales team effectively.
• Relationship Management: Collaborate with managers across the organization to ensure decisions are made in the best interest of the company.
• Compliance and Internal Policies: Ensure adherence to company policies, legal requirements, and external regulations.

Person Profile:

• Education: Bachelor's degree in a relevant discipline.
• Experience: 7-10 years in logistics or freight management, preferably with global market exposure. Sales management experience is essential.
• Skills: Strong analytical, problem-solving, and negotiation skills. Proficient in Microsoft Office, with a focus on Excel, PowerPoint, and Word. Fluent in English.

Performance Metrics:

• Achievement of national sales targets.
• A minimum of 75% of sales resources meeting their targets.
• Alignment with regional sales strategy.
• Effective management of the sales team with a focus on productivity and pipeline quality.

Competencies:

• Team Leadership: Ability to foster collaboration and influence business results.
• Strategic Leadership: Formulate strategic direction and energize others to follow.
• Commitment to Quality: Continuous improvement of work quality and processes.
• Business Acumen: Understand business principles to drive performance and profitability.
• Entrepreneurship: Seize profitable business opportunities and manage risks effectively.