Gumro & Associates

Sales

• 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.

Sales Director

Operations

• Monitor to ensure all routes are covered, IC check-in is complete and communicated to the customer, and that routes run on time.
• Create route pursuant to customer requirements. Ensure IC that accepted dispatch provides the delivery services, and communicate changes to dispatch department and IC’s as needed.
• Monitor dispatch board to ensure customer requested delivery times are being met.
• Communicate any delays and/or problems to the customer and dispatch department.
• Ensure IC’s are providing services in the vehicle type requested by the customer.
• Ensure compliance with IC log in process and EC-mobile.
• Work directly with IC’s to assist with issues they may encounter while under dispatch.
• Assist in arranging for STAT coverage for customers, as needed.
• When necessary, will restructure routes as requested by the customer, to ensure on-time execution.
• Ensure IC’s are providing contracted delivery services in compliance with customer regulations.
• Assist with contracting of IC’s as needed.
• Complete daily service reports as required by the customer.
• Create and process administrative reports and paperwork as directed.
• Follow up with IC’s to ensure their paperwork is up to date, as needed.
• Ensure IC’s are providing services in a uniform shirt with visible ID badge, as required by customers for identification and security purposes.
• Perform other duties as assigned.

Operations Coordinator

• Meet with Client on a frequent basis to build relationship & Complete Visit Documentation.
• Review of OTD, Piece Scan and Location Scan by Account.
• Creating, reviewing, and resolving service issues utilizing Delivery Incident Report’s (DIR's).
• Complete customer reports/audits.
• Independent Contractor (IC) Activities.
• Meet with potential IC to verify capabilities of candidate.
• Meet with IC's to discuss route, stops, issues, client concerns, and scanning.
• Orient IC’s to Client Standards, Standard Operating Procedure (SOP), and enter into system.
• Monitor services to ensure IC’s meet all contractual requirements (apparel, paperwork, etc.).
• Assist in troubleshooting eCMobile issues.
• Plan route coverage and route changes and communicate with IC.
• Ensure all services are performed in a timely manner.
• Gross Margin Management.
• Negotiate with IC’s regarding contracted services and settlement.
• Monitor Gross Margin by Account to ensure it exceeds budgeted targets.
• Complete driver pays activities (Special Order Request’s (SOR's), service type adjustments, manual adjustments).
• Perform other duties as assigned.

Sales Director

Operations Coordinator

Operations Manager