Sales Director

December 5, 2023

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Gumro & Associates

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Retail Distribution • Final Mile Delivery • Omni-channel Distribution • DC-Store Inventory Management • Line Hauls

11 - 50

Description

Build, maintain and grow an active pipeline of qualified prospects in target market segments through relationships, prospecting, website generated leads, trade shows and networking. Hunt, develop and sign new customers through the entire sales cycle from lead discovery to revenue generation, with quota expectations of between $5M - $8M annual contract value. Aggressively work the pipeline, understanding the metrics and strategies required to consistently meet or exceed quarterly and annual revenue quotas. Take leadership on sales pursuits through the solution and costing process, clearly defining win criteria and holding the organization accountable to deliver competitive solutions that generate required margins. Generate the maximum sales revenue from each account by establishing long-term relationships with each prospect and customer to maximize future revenue opportunities through lane and market expansion. Interface with major customers on a frequent basis, ensuring all performance expectations are met or exceeded. Schedule regular meetings provide reports and data and address customer concerns with timeliness. Assist with customer service issues, as required. Track information regarding all prospective customers utilizing Salesforce.com. Support prospecting, trade shows, and other marketing/lead generation activities. Regularly meet with management for review of weekly/monthly sales activities and prospective customers. Develop and maintain a thorough knowledge of the company's available services, lines of business, and pricing structures. Perform other duties as assigned.

Requirements

Ability to develop and maintain meaningful business relationships with VP and director-level executives at premier organizations within assigned target markets. Ability to sell (prospecting, meetings, training, closing, after sale) at least $5M annual contract value of revenue annually. Understanding of carrier economics: revenues, gross margins, varying pricing structures, accessorial schedules, etc. Comfortable and familiar with the transportation technology stack (TMS, EDI, performance management, CX), with a demonstrated ability of selling the value of visibility and accountability. Ability to effectively communicate verbally and in writing at all levels of the organization. Proficient computer skills, including but not limited to the MS Office Suite, enterprise CRM and sales automation applications. Ability to travel 50% of the time. Proactive, creative and resourceful, with an ability to operate effectively in a fast-paced environment individually or as part of a team. Possess a strong sales presentation and successful closing background. Strong strategic orientation, relationship building, customer service focus, negotiation skills, and business acumen. Demonstrated ability to compete aggressively and identify successful sales tactics. Formally trained and active use of strategic selling methodologies. A strong desire to succeed, coupled with an ability to listen and willingness to learn. Ability to work additional hours as needed. Ability to lift up to 25 pounds on occasion. Qualifications - Education, Experience, Certificates, and Licenses: Bachelor’s degree in sales, marketing, business or related field required. Must have a minimum of 10 years proven outside sales success, with at least five years in the transportation sector (either with a carrier, shipper, or technology provider). Six Sigma Green Belt Certification preferred. Recent experience with final mile delivery and a network of shipper contacts in the sector is strongly preferred.

Benefits

• 401(K) • Health Insurance • Disability/Life Insurance • Paid Time Off (PTO) • Paid Holidays