Director of Heavy Haul Business Development

• Find new customers and close sales, focusing on all shippers, but particularly larger companies
• Demonstrate strong phone and in person prospecting skills in accordance with Socratic Selling.
• Grow volume and profitability of existing customers by providing professional service.
• Focus on securing lanes over loads, regular shipper over irregular shippers:
• Priority should be placed on finding and developing customers with repeat, truckload volume.
• Demonstrate achievement, or at minimum ongoing progress toward, meeting or exceeding all specified company goals for, e.g., revenue, spread, load count
• Collaborate closely with CSR and AM staff to perfectly understand and articulate customer needs to (a) maximize customer satisfaction; and (b) maximize motor carrier engagement, involvement and satisfaction
• Close deals, accept and enter loads, set appointments, and “gift wrap” loads for CSRs to cover, update customer on status, problems, issues, successes, follow up after delivery.
• Ensure TMS contains all necessary information concerning shipment details, freight handling requirements, and all customer needs and expectations
• Demonstrate pricing proficiency, resourcefulness and creativity, relating to:
  • Pricing services to customers and estimating costs of carrier services
  • Negotiating pricing and service alternatives with customers
• Establish meetings with a purpose or agenda with customers and prospects, when warranted. • Demonstrate to DS a “business case” in advance of field travel to customers and prospects • Demonstrate proficiency scheduling field travel to minimize drive time and maximize meeting times.

Experience:

• Experience selling flatbed, heavy haul, over dimensional, open deck, or other specialized trucking is required.
• College degree preferred.
• Thorough knowledge of the book, Socratic Selling required. 3-5 years sales experience preferred.
• Successful candidates will demonstrate strong organizational skills, strong written and oral communication skills, initiative, and the ability to work well within a team as well as independently.
• Computer literacy is a must.
• Experience with Microsoft Office suite and Excel is preferred.
• Demonstrated ability to pay close attention to detail and provide consistent followthrough is required.
• Must be able to demonstrate proficiency in: o Communicating to the team, all relevant order facts, to ensure perfect service.
  • Communicating non-order specific customer facts and opportunities to our internal team, including supervisors, management, coworkers, carrier sales team, and key account managers.
  • Managing the business of, and relationships within, a national account customer portfolio
  • Managing a customer database and transportation management system, maintaining current information.
  • Managing a sales funnel, and moving prospects through to closing.
  • Communicating to management, at any time, the status of customer portfolio and sales funnel.

This position offers a competitive base salary.