The Everest Group


*A division of The Everest Search Group, Inc., Los
  Angeles, CA
*The Everest Search Group Inc., Lake Tahoe, NV

Ranked Top 200 of America's Best Executive Search Firms in 2017 by Forbes

Director of Sales

  
COMPANY
Our client is one of the top 10 global providers of transportation and logistics services with multi-billion in revenue and strong growth. They provide contract logistics, freight brokerage, less-than-truckload, truckload, last mile, intermodal, drayage, ground and air expedited freight, global forwarding, and managed transportation. 

Location: 
Plainfield, IN 

Role you will play: 
• Train, coach and manage a team of Account Executives within an assigned district
• Manage pipeline accounts
• Increase market share 
• Achieve revenue and volume growth goals and excel at performance management
• Perform as the sales leader in assigned district, representing upper management and communicating direction in motivational ways to national account executives
• Be familiar with the company's differentiated advantages and full scope of services (Professional employees, e-Commerce solutions, website, on-time performance, extensive national network of service centers, etc)
• Know the industrial makeup and business activity within the geographic area
• Know the competition; their locations, scope of service, pricing actions and competitive strengths and weaknesses
• Utilize reporting tools provided (SFDC, BI, etc) to monitor progress and develop corrective strategies to achieve company goals
• Analyze trends in customer shipping patterns and revenue reports (utilizing both leading and lagging indicators)
• Understand customer LTL spend and XPO Logistics share, and ensure accurate potential is determined and maintained for each account
• Familiarity with Transportation Management Systems (TMS) applications
• Familiarity with modes of Transportation other than LTL.

Background Profile
• Bachelor's degree or equivalent skills and/or work experience preferred
• Minimum six years of previous sales experience is required
• Must be a star performer in strategic selling, SFDC, iPad, BI, and sales strategy
• Excellent relationship building skills with national account executives and customer decision-makers, able to work seamlessly with operations and lead initiative execution
• Proven success meeting sales goals in previous roles, and a strong desire to win
• Sales management experience
• Previous Transportation Industry Sales required
• Previous supervisory or management experience

Compensation
• Base salary 
• Bonus target (uncapped commission/bonus structure)
• Company Car
• 401k + other benefits