SVP of Sales
Company: Logistics & Supply Chain, Tinley Park, IL
Location: Tinley Park
Posted on: January 9, 2019
Celtic Intermodal, a division of Company, desires to attract a high energy and experienced sales professional with deep knowledge of sales and strategic sales in intermodal transportation. Celtic Intermodal is an industry leader; as one of North America's largest Intermodal companies, we provide the perfect balance between operations and pricing for a variety of customers throughout the United States, Canada and Mexico. The Vice President of Sales is a key leader within the Celtic Intermodal sales organization and will have direct access to an ideal blend of logistical services and solutions to offer existing and prospective customers solutions to meet their transportation and logistics challenges. In this senior sales leadership position, you will be responsible for identifying, soliciting, creating, developing, building, closing and owning a robust opportunity pipeline to support the business and financial goals of the Celtic business. PRIMARY JOB ACCOUNTABILITIES Identifying, generating and capturing sales and new business opportunities Developing and building customer relationships with key partners at decision-maker levels resulting in additional and deeper business opportunities Assessing business opportunities and customer requirements to solve customer challenges through a sales solution approach to transportation and logistics services ESSENTIAL DUTIES AND RESPONSIBILITIES Directing and coaching a team of sales professionals Empowering sales team to achieve peak performance and meet objectives set forth by management Reviewing analysis of sales activities and forecast data to determine progress toward goals and objectives Reviewing market analysis to determine client needs, volume potential, price schedules, and develops sales campaigns to accommodate goals for the company. Demonstrating effectiveness in developing new business and maintaining existing business through the ongoing development of successful sales and marketing tactics, but also as a result of personal relationships with clients. This is done daily through emails, phone calls and personal visits. Focusing on selling Celtic core products: provider of intermodal, as well as highway brokerage services throughout the United States, Canada and Mexico. Supporting cross-selling and deal opportunities that are beneficial not only to Celtic Intermodal, but to the parent company, Company, for products including, 3PL/managed services, TMS SaaS Technology, truckload and less than truckload broker operations /capacity provision services Participating in the customer on-boarding process to ensure a smooth transition. Providing weekly reports on prospect activity, lead generation and account meeting status while supporting and implementing Celtic sales methodology. Maintaining complete, timely and accurate representations of all opportunities within Celtic’s single system of record- Salesforce.com Working in accord with the company’s core values (Respect the Individual, Thrill the Customer, Process and Technology Excellence and Growth & Profitability) KNOWLEDGE & EXPERTISE Demonstrated expertise in sales and business development in transportation and logistic services Proven track record increasing sales In-depth knowledge of sales strategies in multiple transportation modes (Intermodal, Brokerage and LTL.) Familiar with solution selling concepts and methodologies Knowledge of sales lead generation tools (i.e., SalesForce.com) to effectively manage a sales pipeline Expertise in listening to the customer and understand the customer challenge and translating company services into a value proposition for the customer Transportation industry knowledge - including key terminology; and, knowledge of primary customer industries and competitors Demonstrated knowledge of how to effectively work with and leverage partner relationships Experienced in carrier contract negotiations and effective contract structure SKILLS Excellent interpersonal skills and the ability to motivate and inspire a sales organization is critical Advanced written, oral, and presentation communication skills Exceptional, demonstrated consultative sales skills. Ability to craft a solution with services that meets business goals based on customer discussions Proven success prospecting, building a pipeline, moving opportunities through the sales cycle; proposing, presenting and discussing solutions with C level and other decision makers Demonstrated experience directly leading sales teams, with an impeccable ability to impact and influence through a collaborative approach Strong leadership, business acumen and strategic agility to be able to plan, lead, and drive change in the organization while meeting or exceeding business objectives. An effective, persuasive speaker and writer who can communicate effectively with both internal client management and external client groups Ability to multi-task in a fast-paced environment; Prioritize and organize assignments to make efficient use of time with significant attention to detail Advanced computer skills Effective analytical and problem-solving capabilities Ability to envision and implement new concepts/strategies Advanced negotiation skills TRAVEL Able to travel regularly through the US and North America regularly up to 50% of the time EXPERIENCE 8-10+ years’ experience in Sales with Transportation/Logistics/Shipping industry knowledge 5+ years of management experience with successful selling to "C" level executives required Minimum of 4 years experience leading a team in Transportation Sales EDUCATION Bachelor's Degree in Business, Marketing or related field preferred
Keywords: Logistics & Supply Chain, Tinley Park, IL, Tinley Park , SVP of Sales, Executive , Tinley Park, Illinois
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