General Manager, Sales and Retention, Road Transport

Company: DSV Vacancies

Role Summary

The General Manager, Sales and Retention, Road Transport is accountable for the overall leadership and performance of the Road Transport sales and brokering vertical. This role carries full ownership of revenue growth and retention, strategic customer expansion, and long-term portfolio development, with a future-focused view of extending solutions across additional DSV business units. The position requires deep commercial insight, cross-functional leadership, and the ability to drive sustainable growth through strong customer and internal relationships.

Key Responsibilities

Sales Strategy and Revenue Growth

• Lead and execute the Road Transport sales and retention strategy aligned to company objectives

• Drive retention of existing customers while securing new business to achieve ambitious growth targets

• Ensure sales teams are aligned to customer strategies and deliver profitable, long-term relationships

• Identify and manage customer churn risks and implement corrective action plans

Commercial Management

• Oversee tender submissions, proposal development, and customer presentations

• Monitor billing variance reports to identify and prevent revenue leakage

• Set and manage annual customer budgets, including rate increases, seasonality, and trading patterns

• Drive achievement of new business and retention targets

• Manage debtor performance to achieve targeted DSO levels and eliminate long-outstanding debt

Leadership and Team Management

• Lead, coach, and performance-manage sales executives and brokering management teams

• Set annual goals with structured quarterly and annual performance reviews

• Foster a high-performance, collaborative, and accountable team culture

• Manage resource planning to ensure capacity aligns with business demands

• Apply effective conflict management and motivation techniques

Governance, Compliance, and Reporting

• Lead contract negotiations, including rates, liabilities, insurance, penalties, and NDAs

• Ensure all customer contracts are current, signed, and accurately maintained

• Manage annual rate increase calculations, implementation, and tracking

• Ensure compliance with insurance declarations and contractual obligations

• Deliver monthly reporting on new business wins, retention performance, and portfolio health

Customer and Stakeholder Engagement

• Build and maintain senior-level relationships with customer executives and internal leadership

• Lead regular customer engagements including operational meetings, business reviews, and strategic sessions

• Manage customer escalations efficiently and implement preventative measures

• Strengthen internal collaboration across departments and business units to support integrated solutions

Solution Design and Implementation

• Provide technical and commercial guidance to sales teams in designing customer solutions

• Support continuous improvement in process design to enhance profitability and service delivery

• Oversee the implementation of new customers, services, and operational changes

Qualifications

• Matric / Grade 12

• Supply Chain degree or related tertiary qualification

• Valid driver’s license, own vehicle, and willingness to travel nationally and work extended hours

• Industrial Relations-related training

Computer Skills

• Advanced proficiency in Microsoft Excel, Word, Outlook, and PowerPoint

• Working knowledge of Microsoft Dynamics

Experience and Competencies

• Minimum of 5 years’ end-to-end supply chain or transport experience

• At least 3 years’ experience managing commercial or sales teams in a new business environment

• Minimum of 5 years’ experience in FTL, LTL, and trucking brokerage operations

• Proven leadership experience with strong sales coaching capability

• Strong financial acumen with a solid understanding of P&L and EBIT drivers

• Demonstrated ability to build, own, and grow national revenue and retention targets

• Experience engaging with senior executives and cross-functional leadership teams

• Results-driven mindset with strong performance management focus

• Excellent senior-level customer engagement and negotiation skills

• Proven conflict management and resolution capabilities

About DSV – Global Transport and Logistics

DSV is a global leader in transport and logistics, operating in over 90 countries with close to 160,000 employees worldwide. Driven by performance, innovation, and collaboration, DSV offers a dynamic and inclusive environment where ambitious leaders can make a meaningful impact and shape the future of logistics.