Director of Strategic Solutions - Domestic

Our client is a light-asset U.S. based global logistics provider that specializes in domestic transportation management, international freight forwarding and retail consolidation solutions. They are committed to providing customized logistics solutions, premium customer service and state-of-the-art technology tools to help clients accelerate their climb to supply chain excellence.

Director of Strategic Solutions – Domestic:
The primary responsibility of the Director of Strategic Solutions is to manage their own sales efforts within the domestic group to drive new revenue and meet/exceed sales profitability and budgetary objectives. This individual is responsible for prospecting and selling at the executive level. Qualify, manage and close sales opportunities in new accounts, utilizing web-based product demonstrations and face to face presentations to illustrate the value proposition of the domestic service offering. This position requires a hunter mentality, unparalleled telephone and presentation skills, combined with comfort in prospecting, selling and closing at the C level.

Job Type: Full-time  

Responsibilities:

• Plan and execute direct prospecting activities to drive personal pipeline growth that will result in increased new business, revenue and gross margin for the domestic team.
• Clear understanding of the sales process.
• The prospective customer base will be national Accounts that have LTL or TL spend of more than $500,000 annually and manage multiple modes generally.
• This role will manage all aspects of the sales process on all opportunities including initial qualification, evaluation, close and implementation. Implementation will include a Key Account Manager who will assume day to day responsibility of the Client after implementation.  
• Coordinate appropriate internal resources throughout the sales cycle.
• Maintain complete and accurate records of all sales activities in assigned CRM tools.
• Arrange for presentations and process demonstrations to prospects to show company web based offerings.
• Consistently close new business in all of the domestic offerings to meet and exceed annual sales and gross margin goals.
• Analyze weekly sales reports and account profile to assess trends and performance against projections.
• Function as an integral team member on the domestic sales team and with all departments.
• Maintain and increase revenue streams with any assigned accounts with face to face visits, problem solving and administrative follow-up.
• Consistently monitor assigned client base year over year organic growth, identify ways to improve growth and work with client to improve.
• Demonstrate excellent knowledge of all solutions provided by the company in all customer and prospect interactions.
• Maintain consistency and adherence to the marketing materials and go-to-market strategy developed.  
• Continued training of solution selling and value-added services.
• Participate in customer entertainment as needed outside of regular work hours.
• Respond to customer inquiries and concerns in a timely and ethical manner.
• Demonstrate excellent knowledge of all solutions provided by the company in all customer and prospect interactions.

Experience:  

• Bachelor’s degree (B.A.) from a four-year college or university; minimum of 5+ years demonstrated success in selling complex, 3PL solution sales; minimum 5+ years leading a large sales organization.
• Relies on written and verbal communication. Able to read, analyze and interpret financial reports, industry journals and legal documents. Able to respond to verbal and written inquiries or complaints from customers. Able to effectively present information to customers, prospects, top management, and public groups. Communicates internally with all departments at the corporate office, with other terminals, third party agencies, customers and prospects.
• Specific industry skills include detailed understanding of Less-than-truckload 3PL sales and freight audit/payment.
• Experience managing accounts.  
• Office Skills: Microsoft Word, PowerPoint, Excel and ten key skills.
• Ability to work with mathematical concepts such as probability and statistical inference. Ability to apply concepts such as fractions, percentages, ratios and proportions to practical situations.  
• Must possess a current valid driver’s license. Involves a high degree of responsibility for working with, safeguarding and controlling highly restricted information, knowledge or important confidences and criterion related to research and development of customer data, future plans, policies, business prospects, finances, etc. the release of which could have a detrimental effect and impact on the company’s affairs or undermine its competitive position. Must be self-motivated,able to maintain confidentiality, honest, friendly, punctual, and organized, have a positive attitude and be able to work unsupervised.
• Ability to prioritize multiple tasks and projects. Solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions in written, oral, diagram or schedule form prioritize, organize and delegate assignments.

This position offers a competitive base salary.