The Regional Sales Director (RSD) is responsible for the strategic and tactical oversight of commercial activities related to their assigned sales region to ensure company objectives are accomplished. The RSD will work with the Country Head of Sales and the Regional Vice President of the assigned region to deliver revenue and volume growth through the implementation of sales leadership, new initiatives and strategies.
In this role, the team will look to the RSD to communicate policies and procedures, support best practices, and provide forecasting, reporting, and direction. Responsibilities would include personnel management, leadership including motivation and mentoring, data analysis and reporting, market research, planning, and sales process optimization. Ideal candidates will have a combination of both outside sales and sales analysis experience, excellent communication skills, and the ability to work in a dynamic, fast-paced environment.
Foster Company Growth- Manage and direct respective sales team in order to achieve the company's targeted objectives.
- Collaborate with the Country Head of Sales to set Sales commission and/or Bonus targets.
- Collaborate with the County Head of Sales to set Sales KPI's.
- Regularly meet with Country Regional VP, Product VPs, and Trade-Lane Heads to ensure alignment of overall company sales goals and initiatives.
- Analyze sales pipeline to determine growth potential through the use of company CRM.
- Ensure the company's Sales Policy is being upheld.
- Seek out and target potential new business opportunities.
- Initiate and/or develop relationships with key clients.
- Represent the company at conferences, networking events and trade shows.
Sales Team Administration- Collaborate to ensure sales staffing is sufficient to meet company objectives.
- Maintain staffing by sourcing qualified candidates for employment when needed.
- Host and attend regular sales meetings to review, analyze, train and collaborate with respective sales team to assist them in meeting targeted objectives.
- Accompany sales team members on client sales visits and assist salesperson with any non-standard service offerings.
- Complete Quarterly Business Reviews (QBR's) with each salesperson in the region.
SUPERVISORY RESPONSIBILITIES:- Conduct yearly performance evaluation for direct reports.
- Responsible for all hiring, firing and promotion of assigned staff.
- Identify and resolve personnel issues.
- Ongoing coaching and mentoring of staff to develop skills to the highest level.
QUALIFICATIONS:- Minimum of 5 years' experience in a Sales Management capacity, with proven leadership ability to influence, develop, and empower employees.
- Required Sales Management experience in the freight forwarding/logistics field.
- Exceptional negotiation, conflict resolution, and communication skills (written and verbal).
- Thorough understanding of sales processes, market dynamics, and trade lanes in the freight forwarding/logistics industry.
- Able to perform the essential duties of this position without posing a "direct threat" to the health or safety of self or others.
- Able to interact positively and effectively with co-workers, subordinates, and supervisors.
EDUCATION/EXPERIENCE:- Bachelor's degree in business, sales, marketing, or a related field is required is preferred.
- Proven expertise in CRM software.
- Proficiency in data analysis tools like Excel, Power BI, or Tableau.
- In-depth understanding of regional and global freight forwarding markets, including trade lane strategy, carrier relationships, and market dynamics.
- Direct experience managing complex sales cycles involving multiple stakeholders.
- History of building, managing, and scaling sales teams to achieve revenue growth and operational KPIs.
