Territory Sales Manager

GENERAL DESCRIPTION:

The Territory Managers’ objective is to develop and grow the sales region to ensure a consistent yearly multi-million-dollar revenue stream. Project a professional, ethical, and moral image. Maintain a transportation industry presence that ensures Celo Logistics is a highly regarded resource for our customers’ transportation requirements. This will be accomplished by building relationships, identifying opportunities that are currently not made available to Celo Logistics. Knowledge of pricing, sales, and marketing experience in transportation, industrial or manufacturing settings is a must.

Essential Duties & Responsibilities

• Master daily management and support of customer freight and service requirements.

• Aggressively grow both top and bottom-line revenues within a list of self-generated accounts.

• Maintain relationships with customers by providing support, information, and guidance.

• Apply negotiation skills and sales techniques to obtain maximum profitability.

• Analyze market conditions, underlying costs, lane capacity, and prior awards to secure new business.

• Remain current on industry trends, market activities, governmental regulations, and competitive landscape.

• Provide committed and spot-market pricing to customers when needed.

• Provide communication with the customer during all stages of the sale to ensure all expectations are being met.

• Understand and utilize current pricing tools when negotiating carrier rates and providing pricing input to account managers and salespeople.

• Interpret and evaluate pricing and contracts to ensure proper adherence, mitigate exposure, and eliminate risk, while achieving expected profit margins.

• Proactively problem-solve and communicate service issues to internal team members to minimize service failures, promote on-time performance, and ensure safety.

• To perform any other duties within the scope of the position to meet the needs of the business.

• Market and sell transportation services in the assigned territory.

• Develop and grow customer base for consistent and growing sales in product line.

• Build relationships with customers.

• Be the point of contact with the customer on all aspects of transportation projects.

• Support all projects through inception, sale, implementation and final delivery of all goods and services.

• Submit quotes to office in a timely fashion to allow ample time to price/enter data in final format for the customer (at least 24-48 hours, with longer times for larger quotes)

• Provide backup for other operational and management as required

• Submit weekly call, upcoming work, and expense reports by noon on Monday for the week prior

• Prepare preliminary schedule on a weekly basis with call report

• Utilize Pipedrive to track sales.

Education and Experience Requirements & Qualifications

• BS in 4-year institution and 5 years transportation industry experience, or 10 years’ experience in the manufacturing and industrial sales of equipment sales, transportation, engineering and/or processing.

Knowledges & Skills

• Excellent interpersonal, oral, and written communication skills. Must have the ability to interact with all levels of people within any organization.

• Ability to process information from multiple sources to make the best business decision possible.

• Must possess excellent communication, problem-solving skills, and strong negotiation skills.

• Places high priority on maintaining customer relationships and exceptional customer service.

• Ability to adhere to confidentiality regarding pricing and process.

• Must have excellent phone skills/etiquette.

• Must have excellent organization and prioritizing skills.

• Microsoft Office proficiency (Excel, Word, PowerPoint)

• Attention to detail and accuracy a must.

• Frequent travel and weekend work as required.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

NOTE: Reviewed FLSA and the above position meets the appropriate classification guidelines.

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