We are currently looking for a dynamic, results-oriented, Director of Sales with logistics and transportation industry experience with a proven track record of success to lead our sales team. Reporting to the Executive VP Sales & Marketing, this senior leader oversees all sales groups. Supported by a highly successful inside sales structure, this position is responsible for the direction and management of all sales and business development operations, including market competitiveness, pricing, compensation, and distribution and channel strategy. Moreover, the successful candidate will be charged with developing, hiring, mentoring and retaining key sales professionals throughout the organization.
List of responsibilities and essentials functions, which must be completed in achieving the objectives of the position include the following:
Build and scale sales teams to effectively achieve revenue targets across all channels and geographies
Ensure optimal sales performance through training, mentorship and motivation, creating a culture that clearly understands the mission of the company. Develop and prescribe metrics-driven accountability and techniques to provide the basis for management decisions and controls
Develop plans and strategies for developing business and achieving the company’s sales goals
Define sales processes that drive desired sales outcomes and identify improvements where and when required
Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets
Manage detailed and accurate sales forecasting
Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
Manage key customer relationships and participate in closing strategic opportunities
Travel for in-person meetings with customers and partners and to develop key relationships
Work closely with the Marketing to develop, establish, and direct channel strategies and programs
Develop pricing policies, including volume discounts and terms and conditions, for high-profile customers and channel partners
Skills and Abilities
Results oriented with a track record of repeatedly delivering great revenue generation and retention results
Inventor and innovator who has already proven it
Intellect and horsepower to solve complex problems inherent in closing our deals
Owner who does what it takes to make their team successful
High standards and relentless in developing the team
Customer obsessed
Operate well in an ambiguous environment
Building go-to-market strategies and corporate sales plans
Identifying, developing and growing multiple channels
Confident, yet humble and authentic
Ability to effectively manage relationships at senior levels both externally and internally (C-level)
Exceptional written and oral communication skills
Job Requirements
Bachelor’s degree; Masters preferred
Selling transportation and logistics industry-related products/services HIGHLY PREFERED
Monitoring and evaluating individual sales staff progress against stated expectations, in addition to aligning and changing behavior with performance expectations
Managing a team of 18+ salespeople
Managing key customer relationships and closing strategic opportunities
At least a ten-year track record in building and leading high-performing sales organizations in the transportation industry
Deep positive relationships within the industry; viewed by industry professionals as an accomplished and respected leader
Verifiable track record of successfully leading consultative sales organizations in a hands-on manner that emphasizes mentoring and coaching individuals and training organizations in a natural team setting
Deep working knowledge of both traditional and bleeding edge sales techniques and processes; able to assemble this knowledge into a cohesive model that is right for our generation, our company and our markets
Experienced and enthusiastic user of CRM tools (preferably Salesforce) to drive sales results
Demonstrated ability to solve internal problems in a non-confrontational manner, creating energy and opportunity for those around you to succeed individually and gain credit for empowering sales
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