Regional Manager – Western Cape

Job Description

Responsibilities

KEY AREAS OF RESPONSIBILITY Regional Strategy and Business Planning •Continually analyse and evaluate the internal and external business environment across the region, including strengths, weaknesses, threats and opportunities; •Determine the most appropriate course of action to utilise strengths and opportunities and mitigate weaknesses and threats to ensure the region's sustained growth and prosperity; •Set regional objectives across Airfreight, Seafreight, Contract Logistics, Sales and Customer Service, and identify the activities and resources needed to reach them; •Participate in the formulation of company and divisional strategy and drive its implementation at regional level; •Manage the region's innovation process, including submissions on the relevant platform; •Continuously drive customer centricity through the execution of operational processes across all business lines in the region. Organise and Optimise Regional Resources and Provide Leadership •Implement the procedures and standards according to which activities are performed across all branches and departments in the region; •Monitor regional adherence to company policy and manage performance standards through the Balance Scorecard and KPIs; •Determine the structures according to which regional resources are organised, including the deployment of staff, allocation of duties and responsibilities, and scheduling of work; •Authorise and ensure the procurement of resources required to reach objectives, including recruitment and appointment of staff, equipment and funds, in line with company policy; •Manage employee engagement, resolve queries and problems, and control behaviour and performance through appropriate corrective action, recognition or reward; •Conduct annual performance appraisals and maintain clear development and training plans for the regional team; •Promote ongoing training on product development, services and general upskilling; •Manage the effective implementation of SOPs and the onboarding of new accounts across the region. Control and Manage Regional Budget and Finance •Ensure that strategies are in place to meet the annual regional budget, and plan and forecast the budget accordingly; •Review and monitor budget against branch and regional P&L on a monthly basis, and communicate regularly on actual performance against budget; •Manage regional yield and gross profit per client, and drive company cost reduction targets; •Effective operating cost control and financial discipline across all business units in the region; •Negotiate contracts to reduce costs and achieve maximum efficiency, and ensure corporate compliance in all contractual arrangements; •Oversee invoicing, credit note applications and write-offs across the region to ensure proper justification and authorisation

Requirements

REQUIRED MINIMUM EXPERIENCE 10 years' experience in the Freight Forwarding / Logistics / Supply Chain industry, spanning Airfreight, Seafreight, Contract Logistics and/or Sales and Servicing At least 5 years in a senior or regional management capacity REQUIRED MINIMUM EDUCATION Grade 12 Certificate FIATA diploma, or a 3-year qualification in Freight Forwarding, Supply Chain Management, Logistics, or Sales & Marketing at NQF level 7 (or equivalent) SKILLS AND COMPETENCIES REQUIRED •Strategic thinking and business acumen •Problem solving, judgment and decision making •Ability to prepare and analyse financial statements and budgets •Leadership and people management skills •People skills and stakeholder management •Advanced verbal and written communication skills •Presentation and negotiation skills •Planning and organising •Ability to manage pressure and lead through change •Change management and conflict management •Attention to detail and ability to analyse documents and make recommendations •Knowledge of Freight Forwarding, Airfreight, Seafreight and Contract Logistics practices and processes •Servicing and marketing principles and practice •International Trade principles and practice, including CRM and INCO Terms •Carrier and depot conditions of trade •Company service charge rates and tariff calculation concepts •National currencies and international codes •Client/service orientation and commitment to excellent customer service •Situation analysis, business opportunism and creative/innovative thinking •Action and result orientation •Current management practice and theory, job design and workflow principles Business Development and Sales Management •Organise and control the achievement of regional sales targets, and review sales representatives' visiting schedules, reports and performance against target; •Generate and source sales leads across the region by establishing links with trade, commerce and industry associations, and identify new revenue streams (services, trade lanes, trade areas, products); •Evaluate the profitability of new business, negotiate rates within given parameters, and approve service estimates, proposals and tender submissions; •Address continuous poor sales performance through the appropriate performance management procedure and authorise payment of sales commissions; •Accompany sales representatives on visits to prospective and existing clients, and promote Röhlig-Grindrod services and network across the region; •Ensure sales activity, client visits and pipeline information are accurately and timeously recorded and reported via the CRM. Customer Relationship Management and Client Servicing •Develop and manage the regional client servicing strategy in alignment with the overall business strategy, and manage the servicing process to meet targets; •Build and maintain positive, productive relationships with clients across the region to support business growth and retention; •Develop and oversee a regional client retention strategy, ensuring gross profit within the book is not lost to competitors; •Manage annual rate increase processes in collaboration with Divisional Directors, and manage low-yield customers to improve yield to an acceptable level; •Respond to client enquiries and complaints, resolve problems to the client's satisfaction, and capture all incidents and compliments via the client feedback tool; •Keep clients informed of relevant changes to customs procedures, airline/carrier procedures and rate changes, and function as an escalation point for regional customer service matters; •Adhere to the Balance Scorecard KPI on minimum client-call frequency, and promote a consistent, high standard of customer service across every branch and department in the region. Contract Logistics and Warehouse Operations Oversight Manage warehouse and contract logistics operations within the region to ensure compliance and KPI adherence; •Oversee the management of the Contract Logistics department, including effective people management and time and attendance; •Organise warehousing solutions to accommodate clients' cost reduction campaigns while maximising revenue streams; •Provide support to the sales and servicing teams, conduct client visits as required, and ensure representation in Contract Logistics SOP implementation; •Monitor and manage the performance of sub-contractors and service providers engaged in contract logistics activities within the region. Monitor, Report and Ensure Compliance • Prepare monthly, quarterly and ad hoc reports on regional productivity, sales, servicing and Contract Logistics performance as required by the divisional director/managing director; •Analyse gross profit per client and monthly GP vs budget reports, and identify and report on lost business or business under threat; •Advise associate overseas offices of new business obtained and other relevant developments, forwarding substantiating information; •Report back to the source of sales leads on outcomes, and manage internal and external communication to relevant stakeholders. Comply with the Requirements of the Quality Management System •Be cognisant of, and ensure regional adherence to, company policies, procedures, Job Descriptions and Work Instructions; •Establish the requirements of clients and the quality system, and conform to them across all regional operations; •Identify irregularities and/or improvement opportunities in the quality management system and communicate these effectively; •Interrupt non-conforming processes, implement corrective action(s) and complete Corrective Action Sheets; •Monitor corrective action to ensure it is followed through, and recommend changes to processes or the quality system as required; •Abide by applicable ISO standards at all times. 9.Ad Hoc •Additional duties and responsibilities related to the position, delegated by the Divisional Director