Job Description

ROLE SUMMARY:

The Area Sales Manager is responsible for developing, managing, and executing the day to day sales strategy and activities on a regional scope under the supervision of the Director of Sales in the region, to ensure profitability and volume growth goals under ONE’s marketing and commercial policy/strategy are achieved. This includes regional commercial performance and accountability for customers as well as staff assigned to this position on a regional scope.

This key Area Sales Manager provides direction and key strategic objectives under the supervision of the Director of Sales in the region to the regional field sales staff and is responsible for identifying and contributing to competitiveness and profitability.

The Area Sales Manager is responsible for identifying areas for his or her sales staff’s development and providing developmental opportunities for career growth and increased performance results. These programs are intended to ensure regional sales team selling skills and business acumen is continuously being improved for competitive advantage and best servicing customers.

The Area Sales Manager has responsibility for the sales force assigned to this position under the guidance of the Director of Sales.

ADDITIONAL RESPONSIBILITIES:

·         Lead and manage the regional sales team with an aim at achieving corporate business/marketing plans and regional business       objectives under the guidance of Director of Sales in the region

·         Implement and manage business development activities in line with a target account pipeline and achieve regional account portfolio expansion goals outlined by the Director of Sales in the region.

·         Meet and exceed business plan goals, set by Director of Sales in the region, relative to the regional specific objectives.

·         Identify his or her own team’s individual expected account performance, measure, monitor, and hold sales individuals accountable to meet plan.

·         Assist Director of Sales in the region in development for sales goals and reports on a regional basis that will be used to quantify and measure sales performance

·         Ability to develop and implement tactical sales plan consistent with regional sales goals.

·         Manage, monitor, and take corrective action to meet sales metric goals with specific territory action plans under the guidance and supervision of Director of Sales in region.

·         Accountability for profitable business development and regional sales to onboard new business.

·         Perform and report specific regional budgets, sales plans, and KPI’s under the guidance and supervision of the Director of Sales in the region.

·         Identify and provide opportunities for the sales force and sales supports’ individualized career development

·         Direct, develop, mentor, and coach the regional sales team to ensure ongoing sales skills and sales service levels are being enhanced.

·         Demonstrate effective relationships with other internal stakeholders to ensure a collaborative team, cross-functional level, performs to attain regional sales plan (i.e.--Operations, Pricing, Customer Service, other Sales Regions, Accounting)

·         Ability to communicate necessary information with customers and stakeholders, as appropriate

·         Professional and personable demeanor

·         Ability to build rapport across various personality types

·         Sponsor and co-partner with Human Resources for sales development to ensure his or her sales staff has effective negotiations, persuasion, and closing skills including business acumen

·         Ability to travel, domestic or international, as requested

CORE REQUIRED SKILLS AND COMPETENCIES:

·         Proven ability to motivate, guide, mentor, and develop sales force to implement and accomplish business in regional business plans.

·         Successful persuasion, negotiation, and problem-solving skills with customers and stakeholders both inside and outside

·         Ability to work in a collaborative, consensual environment with cross-functional department managers for purpose of improving profitability and service levels, driving efficiency

·         A day to day functional leader with the ability to anticipate challenges, risks and identify opportunities

·         Highly motivated and ambitious

·         Strong communication skills, verbal and written

FUNCTION SPECIFIC REQUIRED SKILLS AND COMPETENCIES:

·         Proven ability to successfully strategize, implement, execute, and achieve day to day commercial plans to achieve departmental goals.

·         Proven ability to lead and drive his or her sales team in the sales process from plan to close

·         Track record of establishing goals and metrics for his or her sales team to measure the ability of staff in meeting/exceeding goals/ targets

·         Skilled in all facets of the sales process: lead generation, opportunity qualifications, sales execution solution and business case development, negotiating and closing

·         Skilled in motivating his or her sales team with a clear plan of development and growth for staff

·         Ability to communicate, present, and influence at counterpart levels of the client organization

REQUIRED MINIMUM YEARS EXPERIENCE:

5+ sales management in container shipping or logistics sectors

REQUIRED MINIMUM EDUCATION:

Bachelor’s Degree preferred

Company Description

Ocean Network Express is a global transportation company with our main area of operations as international containerized shipping with a fleet size of 1.6 million TEU.