Area Sales Manager - Courier & Freight Forwarding

TNT - Cairo

Applicants for
1 open position
Experience Needed:
More than 5 years
Career Level:
Job Type:
Full Time
1 open position
About the Job
  • The Area Sales Manager is responsible for the profitable growth of the Ad-hoc, Small, Medium and Large customer segments for the Region covered within the BU/OU/Country. This growth will be achieved through the execution of the TSM strategic sales plan and customer development in combination with the management and development of all relevant employees with TSM responsibilities.

The Area Sales Manager will be accountable for achieving the following results at regional level:

  • Revenue growth against target
  • Trading customer growth against target
  • New business acquisition against target
  • Cross selling and existing customer development target
  • Sales activity against target
  • Profit development against target
  • Increasing CIT penetration
  • Ensuring customer satisfaction
  • Ensuring employee satisfaction

Key Accountabilities & Activities

  • Strategic Sales Planning and Deployment
  • To understand, communicate and deploy at a Regional level the TNT Express Territory Sales Management channel strategy to enable the channel to achieve its objectives, targets and strategic goals
  • Contributes to the development of the local TSM sales strategy as instructed by the BU TSM Manager
  • Develops a local TSM channel business plan to enable execution of the BU TSM strategy within the Region
  • Reviews progress of the business plan within the Region at all levels on a regular basis
  • Reviews progress of the business plans at all levels on a regular basis
  • Monitors Regional and Local revenue and KPI results versus budgets /targets for the sales channel as detailed in the BU plan
  • Communicates and gains support from Country and Local management for the achievement of TSM objectives

Effective Performance Management

  • To monitor, review and manage the individual and team performances of Sales Managers in the Regional TSM Sales Organisation to drive revenue growth forward and ensure KPI achievement across all roles
  • Monitors all levels of the Regional TSM sales organisation performance through sales reports and business intelligence
  • Conducts periodic TSM business review meetings to assess individual and team performance and progress against business plans and targets
  • Requests ad hoc analysis as required to investigate performance trends and to identify areas for improvement
  • Provides information to the BU TSM Manager to enable them to agree the sales channel budget / revenue / KPI targets for the Region and each sales team
  • Ensures corrective action plans are in place to deliver sustainable performance improvements
  • Creation and maintenance of the optimum sales organisation and infrastructure
  • Provides local intelligence and information to the BU TSM Manager to enable decisions to be made on the correct sales structures and sales force size to ensure sustainable business growth and an efficient organisation
  • Gathers all information related to the efficient management of Ad-hoc, Small, Medium and Large customers
  • Proposes at a Regional level the number of required TSM salespeople and portfolios using system data and customer feedback
  • Contributes to the development of the BU/OU/Country sales contact strategy based on customers needs and ensure compliance in the Region is monitored and corrective action is taken when necessary
  • Supports the BU TSM Manager in making decisions relating to TSM structures

Relationship Management

  • To ensure we win, keep, develop and recover Ad-hoc, Small, Medium and Large customers by building lasting, mutually beneficial relationships
  • Forms professional and appropriate relationships at senior level in identified customer organisations through face to face contact
  • Forms constructive, open and professional relationships with Management teams of all TNT sales channels and Head Office as required
  • Ensures the correct levels of TNT Sales Management are forming strong relationships with the relevant managers and decision makers level within customers organisations
Job Requirements

Adverse Working Conditions

  • Some irregular hour and out of office working time
  • High demand for personal flexibility
  • Frequent travel within the Region and occasionally within the BU/OU/Country required
  • Essential Educational and / or Training Qualifications & Certificates
  • Bachelor Degree

Preferred Experience and Knowledge

  • International Express or Logistics industry background
  • Proven people management ability
  • Excellent communication and persuasion skills
  • Results driven with a track record of achieving sales targets (personal & team)
  • Organisational awareness (structure and products & services)
  • Strong determination and motivation to lead, succeed and inspire

Necessary Technical / Functional Skills

  • Business to business selling skills
  • Communication capability at a senior/board level, both internally and externall
  • Ability to interpret Sales reports and analysis
  • Basic project management skills
  • Microsoft Office applications
  • Fluent use of written and spoken English
  • Required TNT Express Behavioural Competencies

Fixed Competencies

  • Drives for results
  • Drives strategic change and innovation
  • Engages and inspires people
  • Understands customers and markets
  • Demonstrates business ethics

Functional Competencies

  • Assertiveness
  • Progress monitoring
  • Planning and organizing
  • Coaching