Director - Sales - UTi Worldwide - San Francisco

Job description
Sales Director is a sales management role for the local sales organization in UTi’s Americas region. This position will be responsible for managing the sales resources in San Francisco, Seattle and Denver markets. This position will be based in San Francisco and report directly to the Area Vice President Sales and Marketing.


ESSENTIAL DUTIES AND RESPONSIBILITIES
This Regional Sales Director has overall responsibility for all local sales accounts within their region/territory. The individual will oversee acquisition of new accounts and expansion of business within accounts, as well as ensuring account profitability and high client service levels. This requires working closely and coordinating with the operational side of the business. The ability to quickly establish trust and build long-term executive level relationships with clients is absolutely critical to this position. Given the international nature of the UTi’s business, they will also need to work closely with the other regions. UTi is rapidly growing and the Regional Sales Director will play a hands-on role in hiring, coaching, and shaping the regional sales force.
SALES PLANNING:
• Develop regional sales strategy which ties into overall corporate goals
• Effectively lead and manage resources to deliver on that strategy
• Support sales teams in identifying and developing account and opportunity strategies
• Develop and execute sales plans to improve UTi market share and increase existing revenue stream(s).
• Provide timely and accurate revenue and profitability forecasts
• Proactively identify industry and economic trends that can impact UTi’s business
• Identify all potential risks and develop mitigation plan
• Develop relevant internal and external metrics to measure the sales organization’s performance
• Communicate sales plans and status to management
PEOPLE MANAGEMENT:
• Build a world-class sales organization in the region. Within approved budgets and continually increasing the ROI per sales person
• Identify, recruit, and promote talent
• Establish fair and competitive sales compensation/incentive plans
• Provide growth and development opportunities
• Provide regular guidance and coaching to sales teams
• Create a positive environment for the team
• Be sensitive to cross-cultural differences
• Lead and manage matrixed teams through influence and persuasion, often without direct oversight
• Collaborate closely with regional and local staff to coordinate account activities
• Deliver results by leveraging the skills of the right people at the right time
• Lead resolution of difficult issues through effective negotiation tactics
• Maintain high degree of motivation in team members to sell and deliver high levels of client satisfaction
KNOWLEDGE MANAGEMENT:
• Standardize sales processes and enforce use of best practices and systems
• Motivate team to contribute to knowledge repositories
• Keep abreast of regional and industry vertical developments
• Help UTi capture mindshare by marketing/speaking at events
• Actively contribute to expanding company knowledge base
• Contribute to corporate projects
• Follows UTi defined processes
• Represents UTi in the community
• Acts in accordance with UTi’s corporate governance and effective controls
OTHER DUTIES
• Performs other duties as required
SUPERVISORY RESPONSIBILITIES
• This position will lead, supervise and direct a team of sales representatives

Desired Skills and Experience
MINIMUM REQUIRED QUALIFICATIONS
Education and/or Experience
• 3 years experience in sales
• 2-3 years experience as sales team manager
• Bachelors degree from a four (4) year college/university program in related field of study
SKILLS, KNOWLEDGE AND ABILITIES
Computer Skills
• Should be comfortable working with standard PC applications (Word, Excel, PowerPoint, Outlook, Internet) as well as using Sales Force Automation and Knowledge Management tools
Language Skills
• English (reading, writing, verbal)
Mathematical Skills
• Strong math; add, subtract, multiple, divide, percentages
Travel
• This role requires significant travel domestic to visit sales representative, clients and attend regional/global meetings
Other:
• Solid leadership and mentoring skills
• Excellent written, verbal communication and presentation abilities
• Well versed in supply chain management
• Prior logistics industry experience
• Must have experience in building relationships with clients at all levels of their organization
• Demonstrated ability to work in a matrix environment -- must work well across multiple units across the company
• Good judgment and initiative
• Comfortable with ambiguity
• Strong customer service skills
• Should be both sales and operationally inclined – can sell as well as deliver
• Should be familiar with strategic and solution selling concepts and methodologies
• Knowledgeable of UTi products and services
PREFERRED QUALIFICATIONS
• 5 years experience as sales team leader/ manager
• 5 years experience in logistics and supply chain industry sales

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