Sales Manager at Lekki Freeport Terminal

Job Purpose

• Build a strong, profitable, and value-based sales approach for Lekki Free Port Terminal with a proactive and customer-centric mindset. Own commercial/selling activities within the area of supervision.
• Drive effective sales initiatives resulting in revenue creation, contributing to top-line growth.
• Identify new opportunities and product/services offerings to support the overall Commercial strategy within the terminal.

Major Job Responsibilities

• Deliver on volumes, grow revenue, and optimise profits.
• Manage and maintain highly professional relationships with the various decision-makers within the client’s organisation.
• Foster and develop relationships with current and new prospective clients. Use tools to track progress in developing key relationships.
• Ensure high post-sales satisfaction by facilitating positive, long-term relationships and high potential for repeat business with customers.
• Drive and manage the customer value proposition to secure growth and a profitable sales development.
• Understand the customer's business and network and how it relates to new business opportunities.
• Effectively prepare for customer meetings, including performance against service level agreements.
• Coordinate client visits within the terminal.

Sales:

• Drive and oversee the development of new products and services through the identification, development, and marketing of such products and services.
• Drive upselling to existing customers.
• Ensure contracts are properly signed and administered according to global standards.
• Present offers and prepare effectively for negotiations.
• Set account plans on an annual, quarterly, and monthly basis.
• Achieve monthly, quarterly, and annual sales targets.
• Achieve lead generation, prospecting, and other sales management goals.
• Manage the end-to-end sales process for all opportunities, including initial client communication, on-site presentation, response, and deal signing.
• Drive the balance between short-term gain and long-term growth for all opportunities and initiatives to achieve/exceed sales targets.
• Use and promote the Lekki Free Port Terminal’s sales process.
• Identify opportunities for the terminal to generate additional income via land revenues.
• Discover the business needs of existing and potential customers and incorporate them into the local sales plan.
• Identify business priorities to meet the customer’s requirements.
• Ensure product knowledge and industry intelligence are maintained.

Performance Management:

• Monitor monthly sales and profit results.
• Track all sales-related activity, including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting and lead generation.
• Develop volume and revenue budgets and proactively ensure that you meet them.
• Support the Global Commercial Operating System through the provision of timely information and data.

Resource Management:

• Manage sales resource requirements.
• Efficiently deploy the procedures and human resources necessary to accomplish local sales objectives.
• Work closely with the Human Resources Department to obtain clarification, direction, and consultation regarding employee-related matters.

People / Leadership:

• Provide effective overall management, coaching, mentoring, and support to all direct reports.
• Create and sustain an environment that is supportive of learning, training, and development, whilst facilitating open dialogue and communication so that terminal sales activities can run effectively and efficiently.
• Reinforce Lekki Free Port Terminal’s culture, values, and reputation, and ensure compliance with our policies, standards, and procedures.

Critical Success Factors

• Achieve and maintain all the laid-down KPIs.
• Maintain adequate staffing levels as well as sufficient technology resources so that the mentioned organisational goals can be met.

Qualifications & Experiences
Education:

• Bachelor’s degree, preferably in a sales or commercial field.
• A master's degree is preferable.

Experience & Knowledge:

• A minimum of 7 years of experience in a sales role and 2 years in a supervisory role in a container terminal.
• Knowledge of the shipping industry, logistics, transportation and port business.
• Requires some knowledge of accounting, billing, and associated documentation.
• Energetic, forward-thinking, and creative, with high ethical standards.
• Decisive, who possesses big-picture perspective and is well versed in systems.

Skills:

• Excellent consultative and problem-solving skills.
• Ability to identify customer needs and translate into customer solutions.
• Advanced communication skills and can relate to people at all levels within the organisation.
• Proven track record of customer management and ability to develop relationships.
• Resourceful, creative, and flexible.
• Excellent conflict resolution, negotiations, and problem-solving skills with strong cultural awareness.
• Well-organised and self-directed.
• Politically savvy with strong cultural awareness.
• Highly results-orientated, drives for results and success, and conveys a sense of urgency and drives issues to closure despite obstacles and opposition.
• Proven ability to deliver under pressure.
• Ability to communicate in English (Speaking/Reading).

Major Competencies:

• Adaptability: Flexibility in dealing with change and overcoming obstacles in meeting job requirements.
• Customer-focused: Building relationships with internal and external customers.
• Integrity: Adhering to a code of standards or values.
• Leadership: Envisioning organisational excellence and motivating others to aspire to that state.
• Organizing: Developing processes and procedures that improve effectiveness.
• Planning: Strategising for both the short and the long term.
• Quality-focused: Supporting the needs of product and service excellence.
• Resolution: Identifying causes of problems, formulating solutions, and implementing corrective action.
• Team-focused: Working with a group to utilise all of its resources to achieve maximum performance.