Posted on February 27, 2023.

POSITION SPECIFICATION

COMPANY BACKGROUND/CULTURE

Management Support Solutions, LLC (MSS) is searching to find a Director of Sales to drive new business opportunities for a company. The company is one of the world’s leading 3rd party logistics providers and offers a portfolio of best-in-class solutions that connects global suppliers, vendors, and customers across the globe. The client designs, operates and optimizes global supply chains facilitating efficient, on-time, cost effective delivery wherever needed. THE COMPANY’s innovative end-to-end solutions leverage data connectivity, AI/ML, and sustainability capabilities to deliver enhanced visibility, control, and customer satisfaction.

THE COMPANY is in a growth mode. The Director of Sales will have a great ability to impact organizational growth while achieving substantive financial compensation.

SUMMARY

This role will focus on developing new business opportunities (“hunter mode”) with companies not currently transacting business with the organization. The individual will be responsible for account strategy, lead generation, relationship management, opportunity identification, solutions development, and deal execution. The Director of Sales will align activities to support the organization’s strategic initiatives and will play a lead role in designing solutions accordingly.

This role requires previous experience selling international supply chain/logistics solutions, familiarity with value-based complex selling along with a track record for closing transformational deals. A strong focus area will be the positioning, qualifying, and successfully selling the benefits and value associated with THE COMPANY’s Order Management solution offerings.

The Key First Year Result Areas are:

• Successful onboarding which includes understanding core capabilities, THE COMPANY network, internal resources, solutions deployed and progressing assigned target accounts
• Development of assigned accounts resulting in qualified pipeline opportunities
• Identifying required internal resources and leading the sales pursuit team and strategy to win targeted opportunities
• Expansion of services focused on order management and its sub-components including global visibility, Ocean freight forwarding, transloading/distribution, land transport and associated supply chain solutions
• Identification of opportunities in the markets served (North America, North Asia, South Asia, Southeast Asia, EMEA and Latin America) which will largely encompass shipments to/from North America
• Support new product initiatives such as global order management, regional distribution/mixing hub concepts, data analytics services, vertical expansion, and others
• Driving revenue from new customers exclusively Revenue Growth targets as defined within Performance Management plan
• Contribution Margin growth as defined within PMT

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Develop a sales action plan for named target accounts/appropriate segments that enables the achievement of sales objectives
• Develop and close business with targeted customers
• Develop trusted partnerships with strategic accounts via face-to-face (and other communication protocols) at all levels in their organization
• Develop, communicate and execute a coherent, go to market action plan in conjunction with appropriate internal THE COMPANY stakeholders
• Ensure that core team honors and addresses core client commitments while addressing and managing the handling of key client issues that arise.
• Communicate pertinent customer/territory developments to appropriate THE COMPANY stakeholders
• Support CRM/administrative activities including opportunity overviews/updates, pipeline status, customer/account profile information, contact details, target account programs and other tasks
• Lead business development effort: organizing cross functional resources needed including engineering, product management, pricing, technology, operations, and other resources as needed
• Maintain professional and technical knowledge by participating in local trade, professional and civic associations as a representative of the company; review professional publications, establish networks and drive relevant partnerships
• Participate and support post sales implementation/delivery efforts
• Meet/exceed new business budget
• Stay within travel and entertainment budget assigned

QUALIFICATIONS and REQUIREMENTS

• Bachelor’s Degree (logistics, transportation, business, or related focus preferred), or an equivalent combination of education & experience; Graduate (MBA)
• Minimum 7 years of industry experience, and experience in professional selling capacity, with national account experience
• Strong global logistics background with emphasis on Order Management, Ocean Forwarding and end to end global logistics
• Intimate knowledge of international logistics solutions, competitive offerings, and associated technology; strong understanding of international and domestic transportation services
• Proven relationship skills are required to create, maintain, and enhance customer partnerships
• Ability to communicate and interact effectively with multi-functional personnel from diverse backgrounds
• Working knowledge of PC-based applications and Electronic Information Systems
• Exceptional negotiation skills, competence with MS Office applications and general administrative capabilities

PERSONAL ATTRIBUTES

• Effective interpersonal skills, active listening, dependability, flexibility
• Excellent and effective verbal and written communication skills
• Effective Problem solving and confident decision making
• Confident and compelling presentation skills
• Collaborative focus with ability to navigate in a high-volume transaction environment
• Self-starter that effectively meets company targets and goals
• Goal oriented with a disciplined approach and ability to focus on high priority efforts
• Motivated with the ability to adapt to a diverse set of industry sector targets
• Effectively manage consultative selling techniques that deliver winning solutions

KEY COMPETENCIES

• Driving People Performance
• Judgment & Decision Making
• Operational Excellence
• Business & Technical Skills
• Customer Driven
• Building Relationships & Networks
• Communicating & Influencing Others
• Ethics & Integrity
• Strategic & Commercial Thinking
• Collaborative approach

LOCATION/TRAVEL

The position is remote. Must be able to travel both domestically and internationally, in adherence with the defined company travel policy. Out of town, overnight travel requirements could be up to 50%.

This position specification should not be construed to contain every function/responsibility that may be required to be performed by an incumbent in this job. Incumbents are required to perform other functions, as assigned.