Sales Director, Brokerage Services

Transplace   •  

Richmond Hill, ON

Industry: Transportation

  •  

Not Specified years

Posted 122 days ago

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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