Director, Sales (New Business Development)

Director, Sales

Description

Individual contributor role that maximizes business results towards the achievement of team and company objectives, while maintaining alignment with company vision and enterprise objectives. Directly generate revenue and drive new business through prospecting, soliciting, face-to-face sales meetings, building relationships, presenting recommendations for supply chain improvements, and closing sales.

Duties and responsibilities

Essential duties and responsibilities of the position include but are not limited to:

Prospecting and Pipeline Growth:

• Plan and execute direct prospecting activities to drive personal pipeline growth. Consistently close new business across all company service offerings to meet and exceed annual sales revenue and gross margin goals.

Consultative Selling and Customer Understanding:

• Use a consultative selling strategy to understand the customers' business, current situation, and future direction. Propose solutions and capabilities that exceed their needs and enhance their ability to drive improved business results.

Industry Knowledge and Adaptability:

• Develop a thorough understanding of company service offerings and value propositions. Leverage data and analytics to make business decisions. Stay agile with the ever-changing industry landscape and stay up to date on industry trends.

Sales Process Management and Implementation:

• Manage all aspects of the sales process on all opportunities including initial qualification, evaluation, close and implementation. Collaborate internally with various teams on pricing strategy and account implementation plans.
• Collects relevant customer information for RFPs and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations.
• Aligns customer expectations with operations and works with internal departments to ensure customer satisfaction and to set terms and conditions for customers.

Sales Reporting and Analysis (Weekly/Monthly):

• Analyzes weekly sales reports and metrics to assess trends and performance against budget/forecast, and provides timely/accurate updates to leadership regarding results.
• Participates in business reviews and continuous improvement feedback loops with the customer to drive organic growth within the current book of business.
• Leverages operational support across the company to drive initiatives and support strategic growth objectives.
• Other duties as required and assigned

Qualifications

Education: 4-year degree

Experience: A minimum of 5 to 10 years of experience in transportation, logistics, or industry-related sales, showcasing a proven track record of achieving sales targets and driving revenue growth.

Skills and Competencies

Critical Thinking and Problem Solving:

• Demonstrated ability to identify, analyze, and resolve complex sales and customer challenges proactively.
• Skilled in developing innovative solutions that meet customer needs and drive business results.

Negotiation and Influence:

• Strong negotiation skills, capable of securing competitive terms and conditions for both the company and customers.
• Proven ability to persuade, motivate, and influence stakeholders at various levels to achieve desired outcomes.

Industry Knowledge and Adaptability:

• In-depth understanding of the transportation and logistics industry, including current trends and best practices.
• Ability to adapt to the ever-changing industry landscape and remain agile in response to market shifts and customer needs.

Team Collaboration and Independent Results:

• Ability to work effectively in a team environment, collaborating with internal and external stakeholders to meet sales objectives.
• Capable of delivering independent results, managing tasks, and priorities without constant supervision.

Communication Skills:

• Exceptional verbal and written communication skills for clear and effective interaction with customers, internal teams, and executive leadership.
• Ability to present complex information in an understandable and actionable manner, enhancing customer relationships and sales processes.

Customer Service Orientation:

• Strong commitment to executional excellence and delivering outstanding customer service throughout the sales process.
• Focused on meeting and exceeding customer needs and expectations, ensuring high levels of customer satisfaction.

Time and Project Management:

• Excellent time management skills with the ability to manage and prioritize multiple sales projects and deadlines in a fast-paced environment.
• Strong project management skills to lead and manage various sales initiatives effectively, from prospecting to implementation.

Analytical Skills:

• Strong analytical skills with the ability to track and analyze sales metrics, assess trends, and make data-driven decisions.
• Comfortable using CRM tools and other sales technologies to enhance sales processes and performance.

Personal Attributes

Proactive and Adaptable:

• Proactive in identifying opportunities for growth and improvement, adaptable to changing business needs and environments.
• Willingness to take initiative and drive strategic initiatives to enhance sales performance.

Independent Leader:

• Independent and self-motivated, with a strong work ethic and a commitment to achieving and exceeding sales goals.
• Demonstrates leadership qualities, inspiring confidence and respect from peers and stakeholders.

Commitment to Excellence:

• Dedicated to maintaining high standards of operational excellence and customer satisfaction.
• Driven, enthusiastic, and results-focused with a passion for sales and business development.

Working conditions

This position is performed in a general office setting. No additional physical requirements.

Physical requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee must be able to operate a computer/laptop and telephone, and ability to talk and hear.