Business Skills, Cargo/Freight, Coaching, Communication Skills, Develop and Maintain Customers, Lead Generation, Major Accounts, Needs Assessment, People Management, Performance Analysis, Pricing, Regional Sales, Reporting Skills, Revenue Growth, Revenue/Sales Reporting, Sales, Sales Management, Sales Operations, Sales Presentation, Sales Strategy, Status Reports, Training/Teaching, United States Citizen
Job Title: Manager, Local (SMB)
Job Summary:
This position is responsible for overseeing the performance of Freight Account Executives to achieve revenue growth within a single service territory for the complete freight portfolio. The incumbent coaches Sales performance, responds to customers'' requests and acts as a liaison between District sales and operations within the service center. The Freight Account Executives reports to this position.
Job Responsibilities:
- Rides with SAE''s during joint sales calls to meet major account contacts, maintain existing business relationships and create new revenue opportunities.
- Participates in customer entertainment functions (e.g., dinners, concerts, sporting events, etc.) to talk with customers outside the business environment, focus on their issues, and discuss TForces'' sales objectives.
- Reviews customer performance reports (e.g., sales measurement reports, pro detail reports, etc.) to provide status reports to the RSD and Service Center Manager.
- Meets with customers to gain an understanding of account fluctuations (i.e., shipping volume changes) and the reasons behind them and build rapports.
- Reviews SAE''s performance for the previous year to provide feedback and direction, discuss sales strategies, and assist them in achieving future objectives.
- Meets with District Director of Sales to review current performance of the freight portfolio and develops targeted customers to assist the district in achieving targeted freight goals.
- Observes SAE''s during sales calls to evaluate the effectiveness of their sales techniques and confirm the proper use of sales materials/presentations.
- Reviews Customer Pricing Request reports to evaluate the number of requests entered by each SAE and how effectively SAE''s are supporting revenue producing accounts.
- Conducts Operations Sales meetings with the Service Center Manager to review sales accomplishments and issues with each SAE.
- Reviews SAE''s sales calls, performance to evaluate the SAE''s products and solutions knowledge to determine training needs.
- Observes SAE''s and Service Center Managers communications skills to evaluate their ability to discuss TForces products/solutions and provide training to build business acumen.
Job Requirements:
- U.S. citizen or otherwise authorized to work in the U.S.
- Currently located in the same geographic location as the job or willing to relocate yourself
- Previous supervisory experience preferred