JOB SUMMARY
Develop, establish and maintain customer relationships and partnerships to meet or exceed revenue and profit goals within a strategic sales territory. Lead, manage, train, coach and develop the Inside Sales Representatives in a centralized environment to achieve targeted revenue growth. Focus on consistent, proven methods and processes for Inside Sales Representatives to follow within their given sales territories.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Mentor, train and develop Inside Sales Representatives.
Provide an effective and economic sales administration and planning resource for sales management.
Ensure that the inside sales team operates with a trained and motivated staff that is capable of meeting company goals and business needs.
Assist in the evaluation of training and information needs for the inside sales organization. Manage and improve applications, training and support processes that progress effectiveness of the inside sales organization.
Coordinate with Inside Sales Managers and Trainers in developing best practices and procedures.
Assist in hiring decisions. Recruit, develop and retain qualified department personnel to ensure effective operations of sales processes department.
Establish long-term business relations and partnerships with internal and external customers, within and between customer and professional organizations.
Execute handoffs to Sales Support and Customer Service including delegation of non-revenue generating activities and communication of customer requirements to the organization.
Collaborate with terminal management and drivers.
Manage and maintain accurate information to support sales efforts and comply with company policies.
Utilize available resources and knowledge to orchestrate solutions that increase market share and profitability.
Negotiate and implement pricing; develop and execute strategies to maximize growth and profitability.
Enhance sales performances by acquiring and increasing product and industry knowledge on a continuous basis.
Desire for continuous improvement to learn as new services become available and demonstrate subject matter expertise during sales meetings.
Handle escalated items from Inside Sales Representatives as needed.
Assist Inside Sales Representatives in closing large accounts, RFPs and CSNAs negotiations.
Assist in pilots and testing for technology enhancements.
COMPETENCIES
Coaching and Developing Others - Providing feedback, instruction, and development guidance to help others excel in their current or future job responsibilities; planning and supporting the development of individual skills and abilities.
Compelling Communication - Clearly and succinctly conveying information and ideas to individuals and groups; communicating in a focused and compelling way that captures and holds others' attention.
Decision Making - Identifying and understanding problems and opportunities by gathering, analyzing, and interpreting quantitative and qualitative information; choosing the best course of action by establishing clear decision criteria, generating and evaluating alternatives, and making timely decisions; taking action that is consistent with available facts and constraints and optimizes probable consequences.
Earning Trust - Gaining others' confidence by acting with integrity and following through on commitments while disclosing own positions; treating others and their ideas with respect and supporting them in the face of challenges.
Execution -Ensuring others contribute to organization strategies by focusing them on the most critical priorities, measuring progress, and ensuring accountability against those metrics.
Facilitating Change - Encouraging others to implement better approaches to address problems and opportunities; leading the implementation and acceptance of change within the workplace.
Resolving Conflict - Helping others deal effectively with an antagonistic situation to minimize damage to the relationships and promote shared goals; using appropriate interpersonal methods to reduce tension or conflict between two or more people and facilitate agreement.
BENEFITS
Competitive pay based on experience
Employee selected medical, dental, and vision coverage for you and your family
PTO and paid holidays
401k Retirement Plan
MINIMUM REQUIREMENTS
Bachelor's degree, preferably in Business, Supply Chain Management, Marketing, Economics and related fields or equivalent work experience.
Two (2) years of experience in telephone sales or prospecting experience.
Proven leadership and strong managerial abilities along with a proven record of meeting commitments and achieving goals.
Proficient with Microsoft Office and other PC skills
Excellent, verbal, written and interpersonal skills to include the ability to make presentations and to interface effectively with all levels of management and staff.
PREFERRED QUALIFICATIONS
Previous management or supervisor experience in the transportation, 3PL, or supply chain industry.
Thorough understanding of the transportation industry, competitive environments, logistics sales and market dynamics.
Working knowledge of the YRC operating systems, sales support tools and applications.
WORKING CONDITIONS
This job operates in a professional office environment indoors. Routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.
PHYSICAL DEMANDS
The position requires the ability to spend long hours sitting or standing while using office equipment and computers. Ability to perform repetitive tasks such as typing and keying. Occasional lifting, pushing/pulling, carrying 10 lbs of supplies and materials is required.
Yellow Corporation, along with all subsidiary companies, is an Equal Opportunity/Affirmative Action Employer
Requisition ID : 2462
