Capacity Sales Director

1 week ago

Auburn, United States CRST The Transportation Solution, Inc. Full time
Division Summary: Capacity Solutions: CRST's Capacity Solutions brings together our Flatbed, Integrated, and Expedited services. Fully managed asset-based transportation includes long haul, drayage, short-haul regional, and time-sensitive freight augmented by our expansive third-party carrier network and power-only capabilities.

Job Summary: We seek a dynamic and results-driven Capacity Sales Director to join CRST in Harrisburg, PA area. As a Sales Director, you will play a crucial role in driving the growth and profitability of CRST. You will be responsible for identifying and securing new business opportunities and achieving sales targets in your assigned region using insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business that link back to CRST solutions.

The Capacity Sales Director is responsible for developing new business and growing revenue for the regional business portfolio with an emphasis on new customers and book of business growth. The successful candidate will be domiciled in the region, gain an intimate knowledge of the network and operational capabilities of the region, and collaborate closely with the Senior Vice President of Capacity Sales and other operations leaders. The Capacity Sales Director will sell any type of service that fits the regional network and will identify prospects, develop leads, cultivate relationships, coordinate pursuits, collaborate on pricing, negotiate contracts, and close deals.

Essential Duties and Responsibilities:

  • Within a designated geographic region, prospect new truckload, flatbed and 3pl opportunities leveraging CRST's package of transportation solutions
  • Win new business opportunities that drive profitable revenue
  • Understand customers' supply chain and identify areas of opportunity for CRST
  • Ability to develop and articulate a clear customer value proposition
  • Serve as the initial and primary point of contact for prospective customers
  • Develop targeted lists, call strategies, and messaging to drive opportunities for new business
  • Negotiate rates and contracts in CRST's best interest
  • Manage customer needs and balance them with the needs of the company
  • Foster good communicative relationships with customers to enhance tactical conversations about proposals and pave the way for feedback
  • Achieve/exceed sales goals
  • Manage prospects, opportunities, sales activity, and account information in Salesforce.com

  • New Business Development: Identify and prospect potential customers that require transportation solutions through various channels such as cold calling, networking events, referrals, and research. Develop and implement effective sales strategies to generate new business opportunities and expand the customer base in assigned regions.
  • Sales Cycle Management: Manage the entire sales cycle from lead generation to closing deals. Conduct thorough needs assessments, prepare and present compelling sales proposals, negotiate terms and conditions, and secure profitable contracts.
  • Relationship Management: Build and maintain strong relationships with prospective clients, including transportation managers, logistics coordinators, supply chain professionals, and other decision-makers. Act as a trusted advisor that positions CRST as the preferred transportation solution provider.
  • Communication: Tailors communications to the customer's needs with authority, effectively delivering presentations with strong verbal and written communication skills.
  • Market Analysis and Competitor Research: Stay informed about market trends, industry developments, and competitors' activities. Conduct regular market analysis to identify opportunities for growth and adjust sales strategies accordingly. Monitor and report on market conditions, customer feedback, and competitor pricing to make informed recommendations.
  • Sales Target Achievement: Meet assigned sales targets and revenue goals on a monthly, quarterly, and annual basis. Develop and implement effective strategies to maximize sales volume and profitability.
  • Networking: Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders to maximize deal success.
  • Ownership: Goes out of his or her way to complete a job and has a relentless drive to achieve results; is independent and self-directed and takes the initiative with minimal direction or supervision.

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