POSITION DESCRIPTION SUMMARY
We are seeking a dedicated, hard-working outside sales individual to join our team and thrive in a fast-paced environment. This position is remote and will require extensive travel.
This individual should ideally have outside sales experience in the transportation & logistics industry. They must be self-starting, possess excellent negotiation skills, and have exemplary communication abilities. They must be able to work independently and without direct, daily supervision to close new business transactions, achieve sales revenue goals and strengthen existing customer relationships.
First year OTE expected at $70,000-$100,000. Competitive base Commissions (quota based), car allowance and company cell phone are all part of earnings package.
POSITION RESPONSIBILITIES
The basic function of the Business Development Specialist (BDS) is to achieve the Company’s ambitious customer acquisition and revenue growth objectives. The BDS must be comfortable making dozens of calls daily (including cold calls) to generate interest, qualify, and close business. Primary job functions include, but are not limited to:
Management and control of a sales pipeline with size/scope necessary to meet the Company’s and territory's operating objectives
Keep all departments/managers informed of key information about accounts in the BDS's pipeline/territory
The BDS must be committed to meeting goals, objectives and underlying principles of the company regardless personality conflicts or individual personal concerns of employees (although common sense and appropriate compassion should prevail)
The BDS must be able to research, identify and close business opportunities while protecting Company’s financial well-being and reputation, with the ability to develop appropriate strategies to address each
Daily prospecting using a variety of resources including lead lists, internet research, referral follow up and cold calling
Fully qualify prospects as potential customers based on Company's service offerings and enter/update all suspects, prospects and customers into CRM and Dispatch system
Develop sales strategy for each qualified prospect including development of appropriate call cycle, follow up strategies, and direct marketing activities
Move qualified prospects through pipeline while maintaining proper “mix” of suspects, prospects, 90- targets. Account mix should be well-balanced by account revenue classification (A, B, C); geography, vertical market
Route qualified shipment opportunities promptly, with all necessary information, to the appropriate team member and follow up on the outcome for further action(s)
Maximize profitability in quoting and in RFP responses while putting customer satisfaction and quality service at the forefront; utilizing all necessary resources to provide profitable and competitive pricing; follow up for status and/or closure
Understand and communicate customer needs to ensure service satisfaction; follow up on customer’s experience to ensure needs were met; assist in service issues for favorable outcome
Work with the Sales Operations team (SAEs and ADEs), as well as Management to develop account service and pricing strategies to move prospects/targets into active shipper status and to maximize account penetration
Provide daily, weekly, and monthly activity reports as required; sales revenue forecasting is also required
Meet/exceed all KPIS including but not limited to revenue, profit and sales activities
THE IDEAL CANDIDATE
Passionate about selling
Demonstrated historical success in exceeding sales quotas and growing business
Your work ethic is legendary
Desire to be a top producer, while maintaining teamwork and Company-first mentality
Must not be satisfied with the base salary. Those who want performance-based compensation are the individuals we are looking for
Strategic prospecting, territory management and planning skills
Fearless sales approach with experience in cold calling and door-knocking
Strong ability to maintain an independent work schedule in a remote environment
Strong written and verbal communication skills. Must be professional in all interactions
Able to communicate complex concepts in easy-to-understand terminology
Able to process complex details and meet deadlines
Collaborative and solution-oriented
Keen eye and attentive to detail
Strong closing techniques using the appropriate levels of pressure and value-proposition
Experienced in handling objections and able to tailor company FABs to overcome objections
Quick and active learner; retains information; critical thinker
Positive, can-do attitudes only
REPORTING RELATIONSHIPS
The Business Development Specialist reports directly to the Director, Sales & Marketing
The BDS has important technical and working relationships with:
VP & General Manager
Sales Operations (Director/Manager Sales Ops, SAEs, ADEs)
Customer Serviced Team
Accounting and Administration
REQUIREMENTS
To perform this job successfully, an individual must be able to complete all areas outlined for this position in a satisfactory manner. Listed below are representative of the knowledge, skills and abilities necessary to meet the minimum job requirements.
Must have a High School Diploma with 2 years’ work experience or College Degree (preferred)
2 years of direct sales experience (transportation sales is a plus regardless of educational level)
CTB, logistics coursework or sales coursework a plus
Knowledge and experience with technology including but not limited to use of a CRM; Strong usages of Microsoft Office products with Outlook, Word, Excel and Powerpoint mandatory; ability to navigate multiple computer programs/screens at one time; ability to search internet for research purposes; must be able to navigate usage of cell phone and computer
Understanding and active usages of LinkedIn, Twitter;
Strong communication skills using the phone, Email and in person; personable in tone and style; easy to understand; professional use of grammar and spelling; empathetic; solid listening skills
Must be an excellent multi-tasker, be able to prioritize activities, manage time effectively A commitment to excellent work attendance and staying on task is required
Must be able to read, write and communicate in English
Remote BDS must have dedicated office space to conduct work
Excellent Benefits:
In addition to competitive pay and commission opportunities, S-2international LLC has a comprehensive employee benefit program to help ensure the health and financial well-being of our employees. These include:
Group Health insurance
Dental, vision, life, short term and long term disability
401k with 100% match up to the first 3% and 50% match up to the next 2% with immediate vesting
Clean, comfortable and professional work environment
Spot incentives to "amp-up" the fun
Employee performance awards
Opportunities for advancement