Position Title:
Vice President of Sales
FSLA Status:
Exempt
Reports To:
Chief Operations Officer
Travel:
50%
Department:
Division 25 - Corporate
Salary Range:
$180,000 - $200,000
Position Purpose
The Vice President of Sales will be responsible for growing the organization’s warehousing and transportation portfolio’s across the United States. This position will oversee the onboarding of new clients as well as a focus on renewal strategies and other business opportunities for current clients with a heavy focus in the retail, CPG, home goods, and FMCG industries.
General Duties & Responsibilities:
(Subject to change based on Department’s Needs)
- Builds, develops and manages a Business Development Team capable of carrying out needed sales and services initiatives with the goal of meeting/exceeding station revenue, prospecting and new business targets.
- Mentoring and developing PCC Logistic’s personnel in business development and sales acumen
- Select, train, develop, lead, and motivate all inside and outside sales personnel
- Establish and maintain relationships to ensure that PCC Logistics remains the preeminent cargo handling facility in the areas served
- Manages local Account Executives with goal of meeting/exceeding station revenue, prospecting and new business targets.
- Select, train, develop, lead, and motivate all inside and outside sales personnel
- Develop necessary sales and marketing plan to ensure a yearly increase in sales – See ROI calculator for return on sales
- Establish and maintain productive relationships with current and potential key accounts to assure maximum sales service penetration and to enhance customer satisfaction.
- Assist BUMS’s in growth and development of sales and marketing to ensure that the divisions achieve their operation goals and objectives.
- Review all potential accounts to ensure that the operational ability of the division is sufficient to meet customers’ needs.
- Be knowledgeable and aware of current and potential competitors and how they may affect our business.
- Prepare and maintain expense reports on a monthly basis in conformance with IRS regulations.
- Prepare and maintain a current reading file to contain possible new accounts, rates quoted, contacts and other information that could be needed to identify new and potential customers that may call when you are not available
- Understand PCC strengths in all regions and understand the market in all regions, work with all team members to maximize PCC visibility and market penetration.
- Identify sales opportunities for target customers, develop new sales channel; explore demand and develop the new potential customer
- Complete necessary planning activities for both short term and long-term goals of the business including budgetary planning, analysis, and review Understand the mandate of each business function and partner with department heads to lead financial planning processes (i.e., business reviews, budgets, forecasts, long-term plans)
- Build, manage, and strengthen relationships with key decision makers to enhance business relationships
- Travel as needed to call on regular and prospective customers to solicit orders, or talks with customers by phone
- Establishes price to be charged to clients and explains credit terms
- Works with inside and outside sales department to assist in securing new business and pass to other divisions for prospects that fir this channel
- Investigates and resolves customer issues
- Works with RM and BUM to drive continuous operational improvement
- Demonstrate intense customer focus for both local and Global accounts by building customer relationships
- Boost sales productivity by refining customer segmentation/territory management, simplifying the sales process and identifying pain points at every stage of the sales funnel
- Track and analyze KPIs for growth, win/loss rates, upsells, renewals, quota attainment and identify individual performance areas for improvement
- Adhere to all company policies, procedures and business ethics, ensure that they are communicated and implemented within the team
- Identify tools to assist PCC in being more effective in sales efforts.
- Other duties as assigned
Required Skills & Qualities:
- BA, BS, degree preferred and or higher degree of education
- 15-20 plus years of progressive industry sales experience within transportation, warehouse operations and freight forwarding.
- High Conversion rates
- The ideal candidate will have an established book of business that align with clients industry vertical focus (retail, CPG, home goods, and FMCG, electronics, technology, and automotive)
- International sales experience preferred.
- 10+ Years’ experience with Sales Force, Dynamics, other technologies
- Deep experience with solutions-based sales, i.e Miller Heiman approach, other.
- Be knowledgeable of competitors and industry trends.
Other Essential Abilities & Skills:
- General knowledge of freight, railroad, cargo, etc
- Goal oriented, with quantifiably proven leadership skills
- Ability to set sales goals and establish company expectations
- Must be able to communicate both written and verbally in the English language
- Excellent management skills, including the ability to supervise multiple disparate teams and develop talent
- Basic experience with use of MS Word & Excel. Minimum computer/typing skills required
- Exceptional customer service skills with the ability to negotiate rates, sell service, and build professional relationships via telephone and outside sales
PCC offers great benefits, salary and you will be joining an expanding developing organization with career mobility and great teamwork.
