Pay Range: $140,000-$165,000

YOUR ROLE:

The Area Sales Manager is responsible for leading, coaching, and developing a high performing sales team while driving profitable revenue growth within an assigned territory.

This role serves as a key member of the regional commercial leadership team and is accountable for achieving new business, retention, pipeline, and profitability objectives aligned with CEVA Logistics' strategic growth plans.

The successful candidate will lead sales execution, develop talent, build strategic customer relationships, and foster collaboration across Operations, Pricing, Product, and Customer Success teams to deliver exceptional customer outcomes. This role requires a results driven leader who can translate strategy into action, develop future sales talent, and create a culture of accountability, performance, and continuous improvement.

WHAT ARE YOU GOING TO DO? Sales Leadership & Performance Management:

• Lead, coach, mentor, and develop a team of Business Development Executives and Sales Professionals within the assigned region.
• Drive accountability for achieving regional revenue, gross profit, net revenue, pipeline, and new logo acquisition targets.
• Establish clear performance expectations and monitor individual and team performance through regular reviews, coaching sessions, and development plans.
• Conduct pipeline reviews, forecast assessments, territory planning sessions, and sales performance evaluations.
• Foster a high performance culture focused on customer acquisition, retention, and profitable growth.

Business Development & Market Growth

• Execute regional sales strategies aligned with corporate growth objectives and market opportunities.
• Support and guide sales team members in prospecting, qualifying, developing, and closing new business opportunities.
• Participate in strategic customer meetings and assist with complex sales opportunities and executive level engagements.
• Identify emerging market trends, competitive threats, and growth opportunities within the assigned territory.
• Drive market penetration strategies and account-based selling initiatives to increase market share.

Pipeline Management & Forecasting:

• Ensure the sales organization maintains a healthy and sustainable pipeline capable of achieving and exceeding sales objectives.
• Review opportunity progression and sales funnel metrics to identify risks and accelerate opportunity conversion.
• Maintain forecast accuracy and provide regular updates on regional performance, pipeline health, and expected revenue attainment.
• Utilize CRM and business intelligence tools to drive data-based decision making and sales effectiveness.

Customer Engagement & Strategic Relationships:

• Develop and maintain relationships with key customers, strategic prospects, and industry stakeholders.
• Support customer presentations, proposal development, contract negotiations, and executive business reviews.
• Partner with customers to understand business challenges and align CEVA solutions to their supply chain objectives.
• Act as a senior escalation point to support customer retention and satisfaction initiatives.

Cross-Functional Collaboration:

• Collaborate closely with Operations, Pricing, Engineering, Product Management, Finance, and Customer Success teams to deliver competitive customer solutions.
• Ensure alignment between customer requirements, operational capabilities, and commercial objectives.
• Support implementation and onboarding activities to ensure successful customer transitions.
• Share market intelligence and customer feedback to influence product development and strategic initiatives.

Talent Development & Organizational Leadership:

• Recruit, onboard, and develop top sales talent.
• Build succession plans and support career development initiatives within the sales organization.
• Promote best practices, sales methodologies, and continuous learning across the team.
• Lead by example and reinforce CEVA's values, culture, and commitment to excellence.

WHAT ARE WE LOOKING FOR? Education & Experience:

• Bachelor's Degree in Business, Supply Chain, Logistics, Transportation, or a related field preferred.
• Minimum 7 years of progressive sales experience within transportation, logistics, supply chain, or related industries.
• Minimum 3 years of successful sales leadership or people management experience.
• Proven track record of consistently achieving or exceeding revenue and growth targets.
• Experience leading geographically dispersed sales teams preferred.
• Demonstrated success managing complex sales cycles and strategic customer relationships.

Skills & Competencies:

• Strong leadership, coaching, and team development capabilities.
• Advanced consultative selling and solution selling expertise.
• Excellent communication, presentation, negotiation, and influencing skills.
• Strong financial and business acumen with the ability to analyze sales performance and profitability metrics.
• Advanced proficiency with CRM platforms (Salesforce preferred), Microsoft Office Suite, and sales analytics tools.
• Strategic planning, forecasting, and territory management expertise.
• Strong project management and organizational skills.

Characteristics:

• Results oriented leader with a passion for driving growth.
• High degree of accountability and ownership.
• Strong executive presence and customer facing professionalism.
• Collaborative mindset with the ability to influence across multiple functions.
• Analytical thinker who leverages data to improve decision making.
• Adaptable and resilient in a fast paced, growth focused environment.
• Committed to developing people and building high performing teams.

KEY PERFORMANCE INDICATORS (KPIs):

• Regional Revenue Attainment
• Gross Profit and Net Revenue Growth
• New Logo Acquisition
• Team Pipeline Coverage and Quality
• Forecast Accuracy
• Win Rate and Opportunity Conversion
• Customer Retention and Expansion
• CRM Compliance and Data Integrity
• Employee Engagement and Team Development
• Sales Activity and Productivity Metrics

Outstanding benefits for employee and family including multiple health plans(company contribution to health savings account), prescription, dental and vision coverage.
Company paid life insurance, accident insurance, short- and long-term disability coverage and employee assistance plan.
Voluntary benefits including additional life insurance, AD&D coverage, buy-up short- and long-term disability, critical illness, identify theft & legal plan.
401(k) with company match.
Flexible Paid Time Off programs including company paid holidays.
Tuition reimbursement program.