Customer Sales Manager

Location: Chicago, IL

Department: Customer Sales

Type: Full Time

Min. Experience: Experienced

The Customer Sales Manager will be a highly motivated, analytical, and entrepreneurial individual.  This role requires the ability to establish an overall sales strategy and take a leadership position to engineer sales and market expansion efforts as we accelerate our corporate growth goals.  You will work in collaboration with the executive sales team and President of Strive.

Responsibilities:

  • Review and monitor team’s performance through data-driven tools including, but not limited to gross margin dollars, gross margin percentage, load count, maintenance, team’s bandwidth, etc
  • Be well versed in selling multi-modal solutions (predominantly TL, LTL and intermodal)
  • Teach and encourage Reps to prospect and develop account pipelines
  • Evaluate standard operating procedures to ensure maximum efficiency and execution 
  • Resolve large problems that arise with account(s) and communicate the information to the customer
  • Teach employees how to follow all procedures and protocols learned in training and how to apply them in real time
  • Assist/train Reps regarding selling techniques, overcoming objections, prospect profiling, identifying operational requirements of loads, defusing difficult situations, industry knowledge and Strive services and pitch
  • Help to develop Rep’s skill set so he/she is equipped with the tools / skills necessary to develop his/her career
  • Mentor reps by sitting in on calls, developing strategies for prospecting and organically growing existing clients
  • Identify, assist, and resolve accounts that are high maintenance and low gross margin
  • Develop sales programs to drive revenue and margin growth
  • Coordinate sales forecasting, planning and budgeting processes 
  • Assist in all facets of sales planning, inclusive of quotas and headcount
  • Establish sales documents, sales process consistency and alignment 
  • Compile customer, industry and market data to understand emerging sales challenges, opportunities and needs
  • Lead strategies for ongoing employee onboarding, training and development
  • Oversee hiring strategy for hiring of sales staff 
  • Create and facilitate ongoing job specific training for all sales roles
  • Work with marketing on programs to build brand identity and awareness 
  • Work with HR to develop a strategy for sales appraisals and feedback
  • Ensure business plan goals are exceeded
  • Oversee imbedded operational support teams for high producing sales reps

A successful Customer Sales Manager will have:

  • Strong mission and values that fit with the current company leadership
  • 5+ years of experience in a logistics-related sales role
  • Demonstrated understanding of the business model through experience
  • Clear communication and interpersonal skills to show evidence of the ability to quickly establish relationships and rapport
  • Demonstrated leadership abilities, with experience working with teams and in collaborative efforts to achieve results
  • Ability to work independently, networking and calling on all resources/contacts needed to successfully achieve objectives
  • Ability to closely track progress against a targeted sales plan and adherence to deadline
  • Ability to synthesize information to report to the executive team
  • Innovated thinker looking for the next differentiator as compared to our competitors
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