Sales Manager

Job Description:

• Direct and monitor the work flow of the entire office.
• Set sales team profit goals and hold team members accountable for goals and recognize or discipline as needed.
• Develop and manage operating budgets.
• Achieve satisfactory profit/loss ratio and market share in relation to preset standards, industry and economic trends, and also sales and margin goals.
• Day-to-day staff management and development including recruitment, hiring, performance coaching and annual reviews for direct reports—all with full support of corporate office.
• Work with Corporate Human Resources to resolve people issues as needed.
• Ensure training and direction for new and existing sales members.
• Act as a liaison between the customers and operations staff.
• Manage sourcing of customers. Build and maintain relationships with customers and assist and direct team members in sourcing and growing customer base.
• Maintenance of current customers: Including analysis of current lanes to assure we are competitive and also providing excellent service. Also, soliciting for other business from customers.
• Monthly financial analysis: including determining overall success of current customer profiles.
• Determine current rates in the market place offered by competitors.
• Ensure accuracy and timeliness of data in CRM and other programs as needed.
• Ensure all necessary documentation is accurate and timely.
• Developing goals for specialized sales (LTL, Intermodal, etc.).
• Development of sales leaders including succession planning.
• Act as a player and a coach – bring on new business, in addition to coaching the sales representatives.

Experience:

• Experience with transportation and logistics industries.
• Sales experience with success in the cold-calling environment.
• Proven record of growing business and starting new accounts.
• Ability to make quick, smart business decisions.
• Bachelor’s degree preferred.
• Previous management/supervisory experience preferred.
• Ability to effectively train others, preferably with experience in doing so.
• Outstanding organizational skills, excellent time management skills, ability to multitask.
• Ability to work in a fast-paced environment with rapidly changing priorities.