Enterprise Sales Director
Personify Health
JavaScriptSFDC
Sales Director
Gumro & Associates
full-time
Posted on:
Origin: • 🇺🇸 United States • Florida
Visit company websiteJob Level
Lead
Tech Stack
SFDC
About the role
- Build, maintain and grow an active pipeline of qualified prospects in target market segments through relationships, prospecting, website generated leads, trade shows and networking.
- Hunt, develop and sign new customers through the entire sales cycle from lead discovery to revenue generation, with quota expectations of between $5M - $8M annual contract value.
- Aggressively work the pipeline, understanding the metrics and strategies required to consistently meet or exceed quarterly and annual revenue quotas.
- Take leadership on sales pursuits through the solution and costing process, clearly defining win criteria and holding the organization accountable to deliver competitive solutions that generate required margins.
- Generate the maximum sales revenue from each account by establishing long-term relationships with each prospect and customer to maximize future revenue opportunities through lane and market expansion.
- Interface with major customers on a frequent basis, ensuring all performance expectations are met or exceeded.
- Schedule regular meetings provide reports and data and address customer concerns with timeliness.
- Assist with customer service issues, as required.
- Track information regarding all prospective customers utilizing Salesforce.com.
- Support prospecting, trade shows, and other marketing/lead generation activities.
- Regularly meet with management for review of weekly/monthly sales activities and prospective customers.
- Develop and maintain a thorough knowledge of the company's available services, lines of business, and pricing structures.
- Perform other duties as assigned.
Requirements
- Ability to develop and maintain meaningful business relationships with VP and director-level executives at premier organizations within assigned target markets.
- Ability to sell (prospecting, meetings, training, closing, after sale) at least $5M annual contract value of revenue annually.
- Understanding of carrier economics: revenues, gross margins, varying pricing structures, accessorial schedules, etc.
- Comfortable and familiar with the transportation technology stack (TMS, EDI, performance management, CX), with a demonstrated ability of selling the value of visibility and accountability.
- Ability to effectively communicate verbally and in writing at all levels of the organization.
- Proficient computer skills, including but not limited to the MS Office Suite, enterprise CRM and sales automation applications.
- Ability to travel 50% of the time.
- Proactive, creative and resourceful, with an ability to operate effectively in a fast-paced environment individually or as part of a team.
- Possess a strong sales presentation and successful closing background.
- Strong strategic orientation, relationship building, customer service focus, negotiation skills, and business acumen.
- Demonstrated ability to compete aggressively and identify successful sales tactics.
- Formally trained and active use of strategic selling methodologies.
- A strong desire to succeed, coupled with an ability to listen and willingness to learn.
- Ability to work additional hours as needed.
- Ability to lift up to 25 pounds on occasion.
- Bachelor’s degree in sales, marketing, business or related field required.
- Must have a minimum of 10 years proven outside sales success, with at least five years in the transportation sector (either with a carrier, shipper, or technology provider).
- Six Sigma Green Belt Certification preferred.
- Recent experience with final mile delivery and a network of shipper contacts in the sector is strongly preferred.
