Full Job Description
ABOUT THE COMPANY: American Expediting is the nation’s premier custom transport provider. Our people are smart, creative problem-solvers dedicated to crafting custom transport, logistics, warehousing, and distribution solutions for some of the world’s most dynamic brands. Our reputation for excellence is hard-earned, with 99.3% on-time delivery performance for mission-critical, time-critical shipments. And our focus on continuous innovation means we’re always ready to meet the ever-evolving needs of our customers.
SUMMARY: The Sales Manager is responsible for servicing and expanding the American Expediting network. This position is accountable for identifying and developing strategic customer business partnerships, driving profitable sales with targeted accounts. There is a high level of emphasis on meeting established business targets in an exciting, competitive environment. The position works closely with other American Expediting sales representatives to collaboratively drive business growth.
REPORTS TO: National Sales Director
Responsible for consultative sales and promotion of company services within assigned regions and markets
Strategically leverage customer relationships to execute your annual sales goals, while helping your customers achieve success
Partner with Marketing to drive lead generation and build the company image to drive new opportunities and brand recognition
Drive growth within targeted markets and industries; providing added value to American Expediting and your customers.
Effectively utilize the CRM system to enable understanding of current business performance and identify opportunities and priorities
Develop pipeline, ensure pipeline progression and on-going activity; conduct cold calling and on-site visits
Forecast and submit sales reports in a timely manner
Executing pricing strategy and provide customer insights; support price and surcharge initiatives, improve contract terms and conditions, and signing new business
Growing with existing customers while developing new customer opportunities.
Utilizing the knowledge of your market’s strengths and weaknesses to grow
Attend and participate in sales meetings, training programs, special sales initiatives, conventions, and trade shows as directed
Bachelor’s degree in business or related field, master’s degree preferred
5+ years of sales, with strong experience in B2B or transportation/logistics, life science industry experience preferred
Prior experience selling on the value of a product or service to meet the needs of a customer, from cold call through close
Listening skills that allow you to understand, diagnose and solve customer problems
Driving success in business with a clear and intentional customer or territory strategy
Demonstrated ability to build strong customer relationships
KNOWLEDGE, SKILLS & ABILITIES:
Ability to make persuasive presentations
Ability to develop an intimate knowledge of customers, contracts, competition, and the market
Ability to execute in a large matrix organization
Makes decisions and commits to a course of action with appropriate information; recognizes uncertainty of success, weighs and manages risk in decision making
Strong business and financial acumen with demonstrated analytical ability
Highly motivated and results driven with a high energy level
Broad operating style, ability to adapt across cultures, environments, and styles
Ability to travel up to 50% of the time