Barloworld Automotive & Logistics Africa: Manager II:-Trade Lane and Network Development

Company Barloworld Automotive & Logistics Africa
Reference # #23/10/007
Published 23/10/2020
Contract Type Permanent
Salary Market Related
Location Gauteng Area, Gauteng, South Africa
Core purpose

The core purpose of the role is to develop and execute revenue growth plans by means of trade lane and network development in the Global Solutions environment. The incumbent is responsible for managing the relationships with the international network associations such as (FFSI, GOAL, Globelink) and overseas agents who service import and export clients, ensure appropriate agreements are in place, develop sales plans with network partners, negotiate rates and commercial terms on an ongoing basis and manage service related issues as a professional representative and brand ambassador for Barloworld Logistics. The incumbent is also responsible for building and leveraging relationships with sales and operational staff and other key stakeholders nationally and internationally.

Job Functions Management
Industries Automotive,Freight / Shipping / Transport / Import / Export,Logistics,Supply Chain
Key deliverables and outputs

1.Strategy and business results
a.Develop and execute the Trade Lane and agent Network strategy by contributing technical expertise.
b.Formulate tactical plans for the sales teams nationally to attain the business targets and ensure continued, sustainable and profitable revenue flow for the company.
c.Support business opportunities for existing and new clients.
d.Closely interact with inter-company Barloworld sales and business development teams in order to leverage opportunities.
e.Generate new demand and new business leads through multiple channels including leveraging networks, cross selling and up selling across the globe.

2.Business development
a.Develop and implement marketing and business development plans to grow trade lanes, ensuring sustainable business performance and growth.
b.Develop new business / Trade Lanes and agent network by means of forging relationships with the international network associations (i.e. FFSI, GOAL and Globelink).
c.Ensure appropriate agreements are in place with overseas agents and maintain the crucial agent relationships.
d.Develop joint sales plans with network partners.
e.Represent the company in negotiations to negotiate rates and commercial terms and secure the most favourable contract terms.
f.Drive a culture of continuous innovation and improvement to ensure that the Global Solutions and freight forwarding business remain at the forefront of the industry.
g.Manager proposals by ensuring that the scope of the proposal and client expectation is commensurate with the revenue earned – build accurate business cases and costing models and ensure accurate costing, pricing and product offering in proposals.
h.Manage the transition to new technologies in the market offering.

3.Customer centricity
a.Establish and maintain effective formal and informal links with major customer stakeholders to cement sustainable relationships and ensure contractual KPIs are met.
b.Develop relationships with associated stakeholders nationally and internationally – government departments and agencies, local authorities, other key decision-makers – to ensure that the Business is providing the appropriate range and quality of services.
c.Be the link between the technical delivery team and the client expectation – ensure that there is consistency between the sales promise and execution delivery.
d.Create, manage, maintain and grow client relationships and pro-actively seek ways to foster client satisfaction.

4.Own the end-to-end trade lane development and sales process
a.Manage the sales opportunity from lead and demand generation, through proposal, to closing of deal.
b.Provide feedback on trade lane development and growth to Executives and the team.
c.Prepare excellent proposals and present complex value opportunities to clients at senior levels.
d.Develop networks and contacts at the appropriate level.
e.Guide the trade lane and network development process by involving executives and technical experts at the appropriate time in the sales cycle.
f.Negotiate deals (understand the difference between selling and negotiating) and close the deal.
g.Manage the transition from negotiation to execution and on time payment for opportunities closed.
h.Effectively communicate with clients, executives, team members and stakeholders at all stages of the sales and business development cycle.
i.Implement plans to ensure sales teams have the appropriate product knowledge.

5.Supplier management
a.Negotiate favourable contracts and implement service level agreements with relevant business unit suppliers who meet the company requirements for compliant and B-BBEE certified suppliers (i.e. shipping and air lines; ship and air brokers).
b.Conduct due diligence on new and existing agents.
c.Manage agent agreements to ensure up to date contracts exist.
6.Financial management
a.Manage financial performance and reporting per trade lane.
b.Prepare and gain approval of the annual budget (incl. ROIC, Cash Flow, EP, PBIT, Net Working Capital).
c.Monitor delivery to ensure that budget targets are met, that revenue flows are maximised and that fixed costs are minimised.

7.Talent Management and employee performance
a.Direct and control workforce planning of the team by championing an effective talent strategy.
b.Implement an integrated performance optimisation process to drive performance excellence. Drive a climate and culture of high performance and employee engagement, in line with Barloworld’s employee value proposition. Manage, develop, coach own team.

Internal customers

•Exco, all business units (operational and functional); employees, Barloworld and Barloworld Siyakhula management and employees

External stakeholders

•Partner network; Partner owners/CEOs; Port Infrastructure; Shipping Lines, Air Lines, Ship Brokers, Air Brokers, Clients; Suppliers and Service Providers; Industry Organisations; Government entities (e.g. DOL, DTI, etc.) SED/CSI partners (including communities)

Academic qualifications
Work experience

•Tertiary qualification in business or freight forwarding / clearing / transport / logistics / environment
•INCO Terms


•B.Com Marketing / Sales degree or diploma

Work experience

•5-7 years Freight Forwarding, Clearing and Sales Management Experience
•Proven track record of negotiating complex and high value contracts internationally
•International trade exposure with proven track record of understanding market trends and applying product knowledge
•Full operational exposure/experience across the business
•Finance and insurance risk compliance
•Demonstrated commercial and business acumen
•Negotiating and influencing at Executive Manager Level


•Supply Chain Management exposure


•Deep understanding of INCO terms (risk, commercial side)
•Expert knowledge of Customs formalities, Port Infrastructure and Air, Sea and Road regulations, including cross-border
•Sound knowledge of guidelines, and requirements to develop and submit solutions and for routine orders
•Deep knowledge of Costing Models, Finance and Insurance
•Compiling SOP’s and SLA’s


•Warehousing and Distribution knowledge
•Drawing up contractual agreements


•Highly developed communication skills to sell, negotiate, influence, present at multiple business levels
•Excellent interpersonal skills to network and handle conflict, including sensitivity to diversity
•Strong ability to interpret numerical information
•Sound critical thinking skills to analyse and diagnose requirements or problems, develop integrated solutions and solve relatively complex problems
•Ability to memorise and recollect information
•Computer, technology and systems skills – Excellent knowledge of MS Office suite and Sales Force and CargoWise, Core Freight, Hubspot

Personal Attributes

•Strong drive to growing the business
•Customer centricity and focus
•Commitment to behaving correctly & ethically
•Orientation towards growing & nurturing relationships
•Focus on innovating and solution development
•Focus on convincing and persuading
•Focus on getting things done, including managing and achieving tight deadlines
•Commitment to maintain business awareness
•Remain resilient with stress, pressure, stringent timelines and multi-tasking


•Readiness to make and own decisions
•Strong inclination for change agility
•Preference for making contact with others
•Concern for communicating clearly and effectively
•Preference for team working
•Enthusiasm for learning, sharing and growing
•Maintaining energy levels.

Job Closing Date 30/10/2020