Director of Enterprise Sales

1 week ago

Chicago, Illinois, United States Capstone Logistics Full time
Job Description

Director, Enterprise Sales

About Capstone:

Capstone is your partner-obsessed, data-driven, results-oriented transportation solutions provider. As the freight management division of Capstone Logistics, a billion-dollar supply chain entity spanning 550+ facilities across North America and handling over 6 million shipments per year, we deliver an exceptional end-to-end client experience through deep supply chain expertise, innovative technology, and a national-reaching carrier network. From inbound logistics to last mile delivery, our integrated solutions serve a wide range of partners that require high-touch service. Additionally, we offer transportation bid management software for cost benchmarking, optimized mode selection, carrier sourcing, RFP hosting, and more.

Capstone has been named a Top Freight Brokerage Firm based on net revenue by Transport Topics and recognized by Food Logistics as both a Top 3PL Cold Storage Provider and a Top Software Technology provider.

Are you data driven, results oriented, and client obsessed? We're looking for sharp, ambitious, and enthusiastic candidates to join our team. We've built a high-energy, positive environment with opportunities to elevate our people through mentorship and talent development programs, upward mobility, and community involvement. Work-life balance is important to us, so we offer an in-office gym, professional learning seminars, paid time off, and more.

What you'll master:

As an enterprise sales representative, your primary objective is to achieve organic margin and revenue growth from the largest shippers in the world. You will be responsible for leveraging Capstones' suite of services to identify and develop a robust pipeline of partnerships. Identifying and engaging key stakeholders at the top of enterprise shippers will be a primary focus. Our enterprise sales representatives have exclusive access to the largest leads as well as top notch account managers to help and foster relationships once activated. Some of the specific job duties include, but are not limited to:
  • Drive key shipper engagement through the various levels of the complex enterprise sales cycle
  • Work independently to build rapport and maintain collaborative executive relationships with fortune 500 companies
  • Lead a strategy for prospecting, research, and partner meetings that provides continuous, profitable growth
  • Design and execute a strategic business development plan for each prospective partner
  • Generate organic gross profit and load count by way of consistent enterprise pipeline development
  • Support customer success teams to retain and grow existing partners
  • Develop a deep understanding of the Capstone value-add service offering and ability to cross-sell services across all partner departments
  • Ability to identify customer pain points and propose results-oriented solutions through company driven offerings
  • Responsible for maintaining and collaboration with internal team members for all pricing events
What we are looking for:
  • 4+ years' experience in strategic enterprise business development in the logistics / transportation field
  • Exceptional work ethic and enthusiasm for outbound prospecting via phone/email/LinkedIn
  • Aptitude for managing pipelines, sales forecasts, and sales KPIs
  • Analytical, critical thinking skills, and knowledge of market and industry trends
  • Robust knowledge of all transportation modes
  • Proven ability to solve complex supply chain and transportation problems
  • Considerable experience onboarding new business by way of RFPs and contracted ownership
  • Required to travel up 50% of the time to conduct face-to-face meetings with prospects and active partners
  • Relentless pursuit of goals and resilient in the face of many logistical challenges
What we bring to the table:
  • Downtown Chicago location
  • Competitive salary uncapped commission potential
  • Ability for upward mobility
  • Health, dental, vision, disability, and life insurance
  • PTO paid holidays
  • 401(k) company match
  • Philanthropy events
  • Discounted Chicago Athletic Clubs membership
  • Casual dress code
  • Corporate workout facility
  • Sponsored intramural sports

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