Sales Director

Summary

Join USPack, a leading logistics provider, as a Sales Director to secure new business from large national users of final mile transportation services. You will be responsible for promoting and selling company services, building and maintaining a pipeline of qualified prospects, and exceeding revenue quotas. This role requires proven sales success in the transportation sector, strong communication and relationship-building skills, and a deep understanding of carrier economics and transportation technology. USPack offers a comprehensive benefits package including 401(k), health insurance, disability/life insurance, and paid time off. The ideal candidate will possess a Bachelor's degree, 10+ years of outside sales experience (5+ years in transportation), and a strong desire to succeed in a fast-paced environment. This position offers a competitive salary and the opportunity to make a significant impact on a high-growth company.

Requirements

• Ability to develop and maintain meaningful business relationships with VP and director-level executives at premier organizations within assigned target markets
• Ability to sell (prospecting, meetings, training, closing, after sale) at least $5M annual contract value of revenue annually
• Understanding of carrier economics: revenues, gross margins, varying pricing structures, accessorial schedules, etc
• Comfortable and familiar with the transportation technology stack (TMS, EDI, performance management, CX), with a demonstrated ability of selling the value of visibility and accountability
• Ability to effectively communicate verbally and in writing at all levels of the organization
• Proficient computer skills, including but not limited to the MS Office Suite, enterprise CRM and sales automation applications
• Ability to travel 50% of the time
• Proactive, creative and resourceful, with an ability to operate effectively in a fast-paced environment individually or as part of a team
• Possess a strong sales presentation and successful closing background
• Strong strategic orientation, relationship building, customer service focus, negotiation skills, and business acumen
• Demonstrated ability to compete aggressively and identify successful sales tactics
• Formally trained and active use of strategic selling methodologies
• A strong desire to succeed, coupled with an ability to listen and willingness to learn
• Ability to work additional hours as needed
• Ability to lift up to 25 pounds on occasion
• Bachelor’s degree in sales, marketing, business or related field required
• Must have a minimum of 10 years proven outside sales success , with at least five years in the transportation sector (either with a carrier, shipper, or technology provider)

Responsibilities

• Build, maintain and grow an active pipeline of qualified prospects in target market segments through relationships, prospecting, website generated leads, trade shows and networking
• Hunt, develop and sign new customers through the entire sales cycle from lead discovery to revenue generation, with quota expectations of between $5M - $8M annual contract value
• Aggressively work the pipeline, understanding the metrics and strategies required to consistently meet or exceed quarterly and annual revenue quotas
• Take leadership on sales pursuits through the solution and costing process, clearly defining win criteria and holding the organization accountable to deliver competitive solutions that generate required margins
• Generate the maximum sales revenue from each account by establishing long-term relationships with each prospect and customer to maximize future revenue opportunities through lane and market expansion
• Interface with major customers on a frequent basis, ensuring all performance expectations are met or exceeded
• Schedule regular meetings provide reports and data and address customer concerns with timeliness
• Assist with customer service issues, as required
• Track information regarding all prospective customers utilizing Salesforce.com
• Support prospecting, trade shows, and other marketing/lead generation activities
• Regularly meet with management for review of weekly/monthly sales activities and prospective customers
• Develop and maintain a thorough knowledge of the company's available services, lines of business, and pricing structures
• Perform other duties as assigned

Preferred Qualifications

• Six Sigma Green Belt Certification preferred
• Recent experience with final mile delivery and a network of shipper contacts in the sector is strongly preferred

Benefits

• 401(K)
• Health Insurance
• Disability/Life Insurance
• Paid Time Off (PTO)
• Paid Holidays
• 401(K)
• Paid Sick Time