OverviewThe Director of Sales, Northeast Region will have a responsibility to build and maintain a motivated, qualified sales staff, of a size capable of meeting the revenue goals and objectives of the regional marketing and sales plan. They will be responsible for developing the sales staff in the areas of proposal preparation, customer relationships, negotiations, and account management techniques. They will also be responsible for establishing a forecasting process dedicated to formulation and growth of revenue goals, by account. This role will develop processes to measure sales staff, by account, through data collection and analysis while simultaneously being responsible for management of the stations Profit Loss statements by driving net income.
Responsibilities
- Consistently delivers revenue & profit targets – ensuring company revenue, GP goals and objectives are achieved quarter over quarter (QoQ) and year over year (YoY)
- Consult with several levels of decision-makers such as c-suite and senior leadership, both internal and external, to understand their business challenges / supply chain goals in order to develop complex solutions
- Prospect, plan, and execute inside and outside sales calls & business development activities. Create and maintain a healthy pipeline by meeting with new prospective and existing customers
- Participate with leadership team to establish company strategic sales plans, goals, and objectives. Participate in the development and use of sales forecasting processes in order to meet gross revenue, net revenue, budgets, and net income goals
- Responsible for all sales functions in Northeast Stations including recruiting, hiring, sales development, revenue and profitability growth, budgets, and net income goal attainment. Work in conjunction with the Director of Operations to meet regional goals.
- Provide continuous coaching, development & feedback for new and current sales team
- Develop and maintain effective communication channels across the company to ensure consistency in all actions directed at the achievement of company sales goals and objectives
- Provide ongoing review and analysis of all sales efforts, processes, techniques, and results, and make recommendations as necessary, for change.
- Work to promote the AIT Culture, Values, Teamwork, and Ethics throughout the region while striving for high performance and providing a world-class experience for our customers.
- Responsible for the efficient allocation of technology, support, and training resources impacting the sales teams
- Performs other duties as assigned
- Complies with all policies and standards
Qualifications
Education 6 High School Diploma or GED equivalent (Required) or 6 Bachelor's Degree (Preferred)
Experience 6 7+ years experience selling in Logistics or transportation related industry (Required) 6 10+ years Proven track record in generating profitable revenue growth and retaining existing customers (Required) 6 10+ years experience working in a nationally focused, fast-paced, high-volume environment (Preferred)
Knowledge, Skills, and Abilities 6 Lead strategy for RFQs High 6 Excellent leadership and influencing skills; ability to build strong business partnerships both externally and internally High
What AIT Can Offer You
In addition to your base compensation, you may be eligible for a bonus based on achievement of business and/or individual performance metrics (dependent on position). Benefits offered include Medical, Prescription, Health Savings Account, Flexible Spending Accounts, Dental, Vision, Life, AD&D, Disability, Supplemental Health, Employee Support, Paid Parental Leave, Pet Insurance, 401(k) and Tuition Reimbursement. In addition, teammates may be eligible for up to 10 to 20 days of vacation (depending on tenure), 2 personal days, 1 floating holiday, 5 sick days, 5 volunteer hours, and 6 company holidays (plus Veterans Day for Veterans) annually.
