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Sales Analyst

Sales Support

DSV - Global transport and logistics
In 1976, ten independent hauliers joined forces and founded DSV in Denmark. Since then, DSV has evolved to become the world's 5th largest supplier of global solutions within transport and logistics. Today, we add value to our customers' entire supply chain by transporting, storing, packaging, re-packaging, processing and clearing all types of goods. We work every day from our many offices in more than 90 countries to ensure a steady supply of goods to production lines, outlets, stores and consumers all over the world. Our reach is global yet our presence is local and close to our customers.  Read more at www.dsv.com 
 

Location: CAN - Milton, Yukon Court 
Job Posting Title: Sales Analyst - 52510 
Time Type: Full Time

 

Purpose of the position
The Sales Administrator is responsible for assisting in achieving branch sales growth targets and strategic priorities while driving collaboration within and across branches.

 

Key Tasks
Sales Administration
•    Support the Overall Local Sales activity of DSV Air and Sea Inc. for the Respective Branch
•    Setting parameters (KPIs) with performance levels for an individual team member.
•    Driving CRM initiatives and overseeing execution of campaigns.
•    Work with different stakeholders to keep them informed about upcoming sales data management initiatives. 
•    Responsible to lead the Sales team to attain the Company Objectives via MS Dynamics and through pipeline development for each sales staff throughout the country.
•    Monitor sales metrics and the entire sales administration process.
•    Create and nurture team spirit within the Sales team and with other team members of the Company as well as ensure adequate product training to ensure our staff is aware of our products and the direction, we wish to drive them in.
•    Drive the Sales team to create a vibrant brand image of the Company and manifest the Brand Values of DSV with its Customers and other stakeholders in the day-to-day interaction with them.
•    Meet and exceed branch growth targets

Customer Engagement
•    Drive growth of accounts on branch level together with product functions 
•    Ensure customer engagement and focused customer visits on branch level
•    Identify and develop relevant solutions and services in close cooperation with the Products 
•    Personally, engage key customers to drive growth and assume ownership for a portfolio of accounts

Sales Planning
•    Provide input to the yearly planning process, execute strategy and country growth plan
•    Ensure all accounts have clear ownership for retention and growth, assigned either to field Sales or Inside Sales
•    Assist in prospecting clients and producing leads and cold calling
•    Ensure targets are set, including relevant portfolios and targets for individual sales staff

Sales Review
•    Prepare monthly, quarterly, and annual sales forecasts.
•    Ensure regular individual meetings are in setup with sales staff
•    Review pipeline, activities, and performance using global standard reports
•    Review achievements and address low sales performances where necessary
•    Review up-trading, down-trading, loss-making, and newly gained accounts on a monthly basis and take corrective action on the branch level

Collaboration and Transparency
•    Ensure mandatory use of CRM at the branch level
•    Share relevant best practices within the organization 

Processes, Risk & QHSE Compliance
•    Implement a process to ensure customer selling rate (CSR) and rate validities are provided and/or signed-off by Product in the branch
•    Implement a process to ensure all CSR are properly maintained and available within the branch (CW)
•    Ensure account managers mitigate risks and liabilities by negotiating appropriate terms and conditions with customers
•    Drive data quality improvement in CRM; ensure all sales staff are compliant with CRM use

 

All staff:
• Perform assigned tasks to support DSV meets its objectives and targets regarding quality, health, safety, and environment and following all requirements as set out in the Quality Health Safety Environment policy.

 

• It is the responsibility of all staff to ensure that their day-to-day activities embrace sustainability/Health and safety, therefore, reducing the impact upon the environment, supporting the communities we work in, and reducing incidents in the workplace.

 

Due to the dynamic nature of our industry, your accountabilities and role may change.  

 

Function / Market & Industry Knowledge / Business Acumen / Process working
•    Understanding of DSV strategy and products
•    In-depth knowledge of air freight and ocean freight industry
•    In-depth knowledge of markets (customers, competitors, suppliers, overall environment and major trade lanes)
•    Excellent negotiation skills
•    Good financial skills
•    Ability to review, analyze and understand contracts

 

Skills & Competencies
COMMUNICATION & PRESENTATION
•    Ability to communicate openly and confidently
•    Ability to influence and convince others in a way that results in acceptance and agreement
•    Ability to shape conversations to ensure focus and understanding
•    Effective listening 
•    Willingness to engage in constructive confrontation
•    Ability to clearly and concisely present both written and/or oral information

CHANGE MANAGEMENT/INNOVATION 
•    Identify the issues, and root cause of problems and create solutions
•    Willingness to challenge the status quo and to drive innovation and change 
•    Capable to generate creative ideas/solutions

STRATEGIC LEADERSHIP 
•    Is familiar with entrepreneurial and strategic matters
•    Ability to recognize legal trends (regulations) incl. compliance environment
•    Ability to recognize Industry and Market trends and developments
•    Strategic and planning skills (ability to translate strategy to operational planning and to execute)

ACCOUNTABILITY 
•    Strong decision-making capabilities and high accountability:
•    Credibility
•    Assertiveness
•    Capable to make informed judgments and generating practical, timely solutions
•    Ability to find pragmatic solutions by using decision-making techniques
•    Willingness to involve stakeholders in decision-making process, to get buy-in, and to implement solutions 
•    Supports organizational commitment to ISO 9001, ISO 45001 certification – Montreal Only

CUSTOMER ORIENTATION 
•    Customer focus (monitors customer expectations continuously and is willing to adapt own 
  activities/procedures)
•    Readiness to continuously focus on identifying and meeting customer current and future needs
•    Readiness to provide alternatives and optimized solutions to the Customer 
•    Ability to establish a successful long-term business partnership with internal and external customers

COLLABORATION AND INFLUENCE 
•    High priority for teamwork 
•    Capable to build strong and long-term team relationships within and across functions and geographical boundaries and based on ethics and trust 

RESULT ORIENTATION 
•    Ready to take personal accountability for achieving individual and shared goals
•    Ability to set robust plans well in advance and to initiate action to move projects forward
•    Planning & Organizing (Ability to prioritize, plan, assign & control)
•    Time management (monitoring performance against deadlines and milestones)

PERSONAL EXCELLENCE 
•    Integrity
•    Act as a Role Model for Group Values and fully adhere to the Code of Conduct
•    High energy and resilience
•    High commitment and positive attitude in the face of setbacks and obstacles
•    Be authentic, approachable, open and honest

 

Educational background / Work experience
•    Minimum College Diploma in Business administration, economics, marketing or logistics, preferred
•    Minimum 5 years of industry experience

 

Language Skills
•    Fluent in English and/or French (where applicable by province)
•    Additional languages considered an asset

 

Computer Literacy
•    Advanced knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)
•    Good knowledge of Customer Relationship Management (CRM) tools
 

DSV complies with the Canadian Employment Equity Act and welcomes diversity in the workplace, and encourages applications from all qualified individuals including women, members of visible minorities, aboriginal persons, and persons with disabilities. DSV reserves the right to defer or close a vacancy at any time.

DSV – Global transport and logistics

DSV is one of the very best performing companies in the transport and logistics industry. 75,000 employees in more than 90 countries work passionately to deliver great customer experiences and high-quality services – as part of the operation or in a variety of supporting roles. If you have drive and talent and enjoy responsibility, we’ll give you the support you need to explore your potential and forward your career.

Read more at www.dsv.com

 

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