- Travel throughout assigned territory to call on existing and prospective customers to solicit business, explain the services of the company to the client using consultative selling techniques - 60%
- Telemarket existing and prospective customers to solicit business - 10%
- Follow up with all customers regarding rate requests, rate renewals, service failures, and other concerns - 15%
- Effective use and maintenance of the company CRM (Sugar) to ensure all database records are up to date, complete, and previous weekly activities are documented prior to the start of the new week - 10%.
- Prepare reports of business transactions for corporate internal use ie. new business, lost business,
- accounts at risk, accounts lost, questionnaires, sales leads, etc. - 5%
- Recommend ways to improve service to customers, including the use of the website and related
- efficiency tools, quality of bills of lading, packaging and reducing claims
- Recommend ways to improve efficiency and effectiveness of the sales process
- Other duties may be assigned, such as driver route ride-along, overnight travel for Regional Sales meetings and industry conferences and trade shows.
- Secure a minimum of 80% of the New Business target set by the RSM. This is made up of net new and share of expanded business. This is an essential part of the job in order to keep the territory in good financial shape.
- Your presence in the terminal is essential to building a strong foundation with the operational staff (dispatch, drivers, admin staff and Terminal Managers)
- Must be computer literate
- Good communication skills including proficiency at listening, selling (persuasion), problem solving, consultative selling techniques, etc.
- Strong negotiation skills
- Competent math skills i.e., cubing, calculation of rates, etc.
- Proficient with geography
- Must be flexible as job requires being able to deal effectively with changing circumstances, customer demands, last-minute requests, deadlines, and daily stress
- Organizational and time management skills
- Sales experience is an asset, as is industry knowledge
What do we offer to you?
- Competitive wages
- Comprehensive Benefits Program
- Profit Sharing Opportunities
- Opportunities for growth and advancement