Priscilla Ann Mathee
Sales Manager
Cape Town
Summary
Hardworking and driven sales management professional equipped to revitalize sales operations and align procedures to maximize profits and client acquisition. Successful at improving sales procedures to streamline and strengthen processes. Multifaceted leader with analytical and diligent approach to building and leading strong teams.
Overview
21
21
years of professional experience
2013
2013
years of post-secondary education
2
2
Languages
Work History
Sales Manager (Freight Forwarding / Courier / Distribution)
Locked & Loaded Logistics (Pty) Ltd
02.2022 - Current
- Supervise and manage a team of 4 sales professionals and 2 estimators, providing guidance, motivation, and performance feedback
- Develop and implement sales strategies to achieve company revenue and growth objectives within the freight forwarding/logistics sector
- Build and maintain strong relationships with existing clients while identifying and pursuing new business opportunities
- Conduct market research to identify industry trends, competitor activities, and potential client needs to stay ahead in the logistics industry
- Set sales targets for the team and monitor their performance against KPIs, providing coaching and support as needed
- Prepare competitive proposals and quotations tailored to client requirements
- Work closely with internal operations, customer service, and finance teams to ensure seamless service delivery to clients
- Lead negotiations with clients to finalize contracts and secure profitable agreements
- Identify skill gaps within the team and organize training to enhance their knowledge and sales capabilities
- Compile and present sales reports, forecasts, and pipeline updates to senior management regularly
- Ensure all sales activities comply with company policies and legal regulations within the freight forwarding industry
- Increased sales revenue by developing and implementing effective sales strategies.
Sales Executive (Air and Sea / Freight Forwarding)
Dachser SA (Pty) Ltd
04.2021 - 12.2022
- Preparation for customer visits and calls
- Development of new and potential customers
- Initiation of customer events
- Follow up on sales leads
- Implement new business and business expansions
- Ensure CRM System (CIS) is up to date and being utilised correctly: Estimates / quotations / offers, Queries, Lead conversions, Prospecting, Opportunities, Calendar followed by histories, Trade Lanes, Pre-Planning for the upcoming week
Field Sales Executive
DHL Express
07.2017 - 03.2021
- Uncover opportunities for new business within assigned territory by cultivating leads and utilizing my network
- Build revenue streams with current customers and evaluate opportunities to increase the relationship through: face to face visits, problem solving and administrative follow-up
- Collaborate with Sales, Finance and Operations teams to maximize sales and revenue growth within territory
- Plan and prepare for sales visits to both existing and prospective customers e.g
- Contact person, potential customer, trading history through the CRM system (COMET, GCPT, GSIP), reports and company research
- Perform business development visits to appropriate contacts within existing and prospect customers according to the agreed activity KPI’s and approved Territory Planning Session processes
- Support marketing campaigns by visiting target customers
- Identify the potential trade profile of customers and make appropriate offers in line with the company commercial policy to win business
- Consistently present the full range of products, services and technologies to every customer
- Win new medium and large customers through the closing of business on the appropriate tariffs
- Investigate the share of wallet for each customer and develop existing customers’ potential spend via up-selling and cross-selling
- Meet monthly and quarterly revenue and new business targets as set out by management
Field Sales Consultant & Account Manager
TNT Express Worldwide SA
09.2015 - 07.2017
- Working on a territory with an Indoor Sales partner to win and develop Medium and Large customers, within a specific geographic territory through regular face-to-face contact
- Plan and prepare for sales visits to both existing and prospective customers e.g
- Contact person, potential customer, trading history through CRM system, reports and company research
- Perform business development visits to appropriate contacts within existing and prospect customers according to the agreed activity KPI’s and approved Territory Sales Management processes
- Support marketing campaigns by visiting target customers
- Identify the potential trade profile of customers and make appropriate offers in line with the company commercial policy to win business
- Consistently present the full range of products, services and technologies to every customer
- Win new medium and large customers through the closing of business on the appropriate tariffs
- Investigate the share of wallet for each customer and develop existing customers’ potential spend via up-selling and cross-selling
- Meet monthly and quarterly revenue and new business targets as set out by management
- Set 20 new business meetings per week and a minimum 10 existing business meetings per week
Business Sales Consultant & Corporate Account Manager
CELL C Commercial Division
06.2015 - 09.2015
- Design and implement strategies for the assigned portfolio of accounts
- Set objectives and targets for the assigned portfolio of accounts for acquisition, retention and profitability
- Meet and exceed stipulated monthly, quarterly and annual sales targets
- Adhere to a defined sales process and quality standards
- Prepare Corporate Account plans and Sales plans and Call plans for identified specific targets markets
- Identify sales prospects and contact these and other accounts as assigned
- Follow up timely on new leads and referrals resulting from field activity
- Develop and maintain sales materials and product knowledge
- Manage time effectively and be self-accountable
- Development of strategies within the SME Sector to ensure a competitive advantage
- Ensure sales forecasts are timely submitted to management
Executive Sales Consultant
Compuscan Credit Bureau & Training Academy
05.2013 - 05.2015
- Prospecting and sourcing of new business / clients
- Identifying the training needs of clients & recommend appropriate generic / customised solutions to resolve their training needs
- Sourcing prospects
- Turning potential leads into sales
- Compile and present sales proposals and presentations for clients including EXCO (group size varies)
- Managing the sales cycle
- Providing accurate information to all clients and creating an awareness of CSA’s products & services
- Providing consistently high quality guidance to all clients in respect of their training needs
- Key Account and Account management
- Following up on all client requests and queries
- Travel to designated provinces to meet with clients to discuss existing and new potential business
Senior Banking Consultant
The Standard Bank of South Africa (Pty) Ltd
12.2003 - 04.2013
Education
OD-ETDP National Certificate Level 5 -
Primeserv
Grade 12 - undefined
Eben Dönges High School
Skills
Professional selling & prospecting skills
Solution selling
Cold calling
Lead generation
Prospecting and telemarketing
Client relationship management & networking skills
Key account management
National account management
Strategic account development
Relationship building
Account management
Customer service-oriented
Strong leadership skills
Staff management
Sales team training
Employee motivation
Performance management
Sales strategy development
Sales planning
Sales process and operations
Revenue forecasting
Pipeline management
Sales reporting
CRM software
New business development
Business planning
Market research
Market intelligence
Strategic planning
Outstanding verbal and written communication skills
Ability to listen and probe effectively
Persuasive negotiation
Diplomatic and tolerant in relaying and receiving information
Rapport and relationship building
Exceptional organizational and planning skills
Analytical problem-solving
Methodical and accurate
Trend analysis
Risk mitigation
Marketing strategy
Brand-building strategies
Promotional sales events
Social media savvy
Understanding of the Protection of Personal Information Act (POPI)
Training and development
Product knowledge
Vendor relationship and management
Price quote preparation
Change management
Continuous improvement
Client relationship management
Timeline
Sales Manager (Freight Forwarding / Courier / Distribution)
Locked & Loaded Logistics (Pty) Ltd
02.2022 - Current
Sales Executive (Air and Sea / Freight Forwarding)
Dachser SA (Pty) Ltd
04.2021 - 12.2022
Field Sales Executive
DHL Express
07.2017 - 03.2021
Field Sales Consultant & Account Manager
TNT Express Worldwide SA
09.2015 - 07.2017
Business Sales Consultant & Corporate Account Manager
CELL C Commercial Division
06.2015 - 09.2015
Executive Sales Consultant
Compuscan Credit Bureau & Training Academy
05.2013 - 05.2015
Senior Banking Consultant
The Standard Bank of South Africa (Pty) Ltd
12.2003 - 04.2013
Grade 12 - undefined
Eben Dönges High School
OD-ETDP National Certificate Level 5 -
Primeserv
Work Availability
monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Languages
English
Bilingual or Proficient (C2)
Afrikaans
Bilingual or Proficient (C2)
Driver
Yes (Code 08)
Accomplishments
- Named " Field Sales Executive of the Year" for 4 consecutive years: 2018 - 2021.
Personal Information
- Criminal Record: None
- Date of Birth: 08/19/84
- Gender: Female
- Nationality: South African
- Marital Status: Married
Dependants
3
Driver
Yes (Code 08)
Personal Information
- Criminal Record: None
- Date of Birth: 08/19/84
- Gender: Female
- Nationality: South African
- Marital Status: Married