The position is responsible for the day-to-day management of CHEMTREC's sales program, with a specific focus on new customer sales. The position is also responsible for completing sales forecasts, developing key process indicators (KPIs), and effectively executing the strategic sales plan. The position reports directly to the Director, Sales and Business Development.
Major Duties and Responsibilities- Manages the day-to-day CHEMTREC sales efforts, including the creation and conversion of sales and marketing leads, new customer capture plans, and customer segmentation activities.
- Drives new revenue growth by assisting in the development and implementation of sales strategies across all CHEMTREC services.
- Collaborates with the Sales Operations Manager to develop sales processes and optimize sales tools to increase speed and efficiency.
- Manages sales activities by establishing sales segments/territories, quotas, goals, as well as operating within the sales operating budget.
- Defines, implements, and monitors key sales metrics, measures sales process, and creates goals that drive growth consistently with CHEMTREC strategic plan and vision.
- Effectively works with the marketing team to monitor competitor services, sales and marketing activities.
- Establishes and maintains relationships with industry influencers and key strategic partners.
- Represents CHEMTREC at tradeshows and similar events.
- Meets with key clients, assist sales agents with maintaining relationships, as well as assisting with negotiating and closing deals for sales agents.
- Reviews and prepares, scheduled and periodic sales reports showing new leads and opportunities created and assigned, sales volume, as well as progress toward monthly, quarterly and annual revenue targets.
- Assists with the development of sales compensation and incentive plans focused on driving growth.
- Works with accounting to resolve any team issues or concerns related to team commission, invoicing, or customer requests.
- Effectively manages and balances team requests to legal department for T&C changes.
- Responds to customer inquiries related to customer interactions with team members.
- Ensures the sales team is knowledgeable on current policies and procedures to consistently drive data accuracy.
- Cultivates and grows a winning team that is highly trained, understands, and experienced with all CHEMTREC products and services.
- Meets or exceeds monthly, quarterly, and annual sales targets.
- Routinely reviews won opportunities for quality and accuracy of products and services proposed to customers.
- Ensures sales team is selling, managing, and working with customers in accordance with management expectations and policies.
- Leads a sales methodology of solution sales focused on providing the highest level of customer satisfaction with a "what's right for the customer" mentality.
- Reviews and approves monthly commission reports.
- Performs other relevant duties, as assigned.
Qualifications/RequirementsRequired
- Bachelor's degree in business or related field.
- Three years of progressive leadership experience in a business environment.
- Seven years' direct sales experience.
- Business development, sales management, forecasting responsibility, KPI and metric development.
- Ability to cultivate and manage high quality stakeholder relationships.
- Strong written and oral communications skills, as well as the ability to give internal and public presentations.
- Ability to build consensus, work in a team environment, and coordinate across multiple groups within an organization.
- Ability to work independently and collaboratively in a fast-paced environment.
- Ability to travel domestically and internationally.
Preferred
- Five plus years of management experience
- Demonstrated knowledge of hazardous materials transportation and understanding of the hazardous materials transportation regulatory scheme.
- Demonstrated knowledge of chemical or chemical-related industry.
- Successfully managed a sales team offering services in a B2B environment.
ACC Compensation & BenefitsSalary Range: $91,000- $109,000
ACC offers medical, dental, vision as well as a 401(k) matching contribution up to 6% of eligible compensation and an automatic 6% contribution of eligible compensation to the Profit-Sharing Plan, both vested immediately at 100%. Staff enjoys a hybrid work schedule and is eligible for performance-based merit increases and discretionary bonus programs as well as access to a no cost onsite fitness center.
