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Sales Manager
3 months ago
Reporting to the Director of Brokerage Operations of an asset-based national logistics and transportation provider, offering full truckload and less than truckload service throughout the United States and Canada. Through a network of company trucks, contracted carriers, and company sales agencies, providing solutions for shippers needing truckload capacity, with a focus on temperature control, Haz-mat, and expedited transportation services.
The Sales Manager is responsible for the development and implementation of an aggressive growth plan for the inside sales team. Will work in coordination with other company business units, develop the strategic and tactical direction for the sales team, establish management processes and metrics for performance, and be accountable for financial and growth performance of the sales team. Will drive revenues through personal efforts and through the team. Establish sales processes, prospecting to close, for the team to follow. Assist in cultivating a book of business to find additional opportunities to earn additional business from existing customers. Support the account executives efforts to attain new business opportunities by working on various strategies for referrals, niche markets, and various product offerings to meet the needs of potential customers. Execute a defined business plan for the sales team and prioritize support services, allocate resources to individual account executives, and cultivate the teams book of business. Evaluate performance on an ongoing basis. Responsible for training, coaching mentoring within a collaborative environment. Challenge is to build a world-class team, develop high-level service offering, motivate and lead staff, while optimizing costs, increasing revenues, and maximizing profitability.
Background Required:
- Sales and Business Development in non-asset transportation environment (4+ years)
- Demonstrated efficiency in KPI management and development
- Mode of Transportation (i.e. Truckload, Reefer, Specialized)
- Strong Selling Skills demonstrated experience selling both transactional and solution selling
- Sales Process demonstrated experience building prospecting cadences / tactics resulting in new business
- Strong Negotiation Ability (Carrier, Customer, Margin Integrity)
- Develop and execute business plan strategies
- CRM Proficiency (Hubstop, Salesforce, or similar)
- Computer literate (Microsoft Suite: Power Point, Word, Excel)
- Transportation Technology proficient (TMS, CRM)
- Residence: Chicago, IL (Office in Dyer, IN)
Background Preferred (but not required):
- Sales Management (Hire, Train, Coach, Mentor) (2+ years)
- P&L responsibility
- Education: College Degree
Other Essential Abilities and Skills:
- Leadership
- Excellent written and verbal communication
- Collaborative
- Transparent
- Results driven
