Sales Director, Brokerage Services

Transplace   •  

Richmond Hill, ON

Industry: Transportation

  •  

Not Specified years

Posted 173 days ago

This job is no longer available.

PRIMARY ACCOUNTABILITIES

Transplace desires to attract high energy, experienced sales professionals to join our growing team that has well-established process for closing retail brokerage solutions, along with delivering continued year over year growth.  In this position, the primary accountabilities are as follows:

  • Identify, manage and close retail brokerage opportunities focused on manufacturers, retailers and distributors, leveraging the existing Transplace transportation management/TMS customer base.
  • Develop and build customer relationships at decision-maker levels resulting in brokerage services business and deeper customer revenue expansion opportunities
  • Assess business opportunities and prospect requirements to solve challenges through a sales solution approach for truckload, LTL, dedicated, intermodal, collaborative and related services across Canada

ESSENTIAL FUNCTIONS AND TASKS

  • Cultivate, grow and close new business with prospective customers through a thoughtful and organized sales process and approach to qualifying and identifying sales opportunities
  • Through in-depth understanding of the industry and the customer market environment, apply appropriate sales techniques to close on new business opportunities
  • Apply multi-tier approach to sales activities including: calls, on-site meetings, prospecting, qualifying, lead generation, etc.
  • Prepare and present the value proposition for Transplace brokerage services through a solution sales approach to the prospect’s transportation and broader supply chain/operational challenges.
  • Align Transplace’s extensive network of managed transportation and brokerage services to fit the transportationnetwork of a particular customer/prospect. 
  • Plan and prioritize sales activities and customer contact towards achieving revenue goals
  • Provide weekly reports on prospect interactions, lead generation and customer developments, following prescribed Transplace sales methodologies and processes
  • Maintain complete, timely and accurate representations of all opportunities within Transplace’s single system of record- Salesforce.com
  • Make a meaningful business impact within six months of joining the Transplace team 
  • Work in accord with the company’s core values (Respect the Individual, Thrill the Customer, Process and Technology Excellence and Growth & Profitability)

KNOWLEDGE AND EXPERTISE 

  • Demonstrated expertise in sales and business development of transportation services
  • Proven ability to drive a diagnostic sales campaign – presenting a thoughtful “reason to take action” 
  • Knowledge of sales strategies
  • Knowledge of sales lead generation tools (i.e., SalesForce.com) to effectively manage a sales pipeline
  • Expertise in listening to the customer, understanding customer challenges, and translating company services into a value proposition for the customer
  • Transportation industry knowledge - including key terminology; and, knowledge of customer industries.

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