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District Sales Executive

hace 2 meses

Guadalajara, Jalisco, México Expeditors A tiempo completo
Job Description

Job Summary:

The District Sales Executive (DSE) plays a critical role in achieving business results aligned with the overall organization's strategic goals. This position requires initiative, a competitive drive, and the ability to stay focused on results despite changing conditions.

Key Responsibilities:

  • Manage an assigned territory and demonstrate extensive knowledge of potential customers and competitors in this area.
  • Timely data entry in our Customer Relationship Management tool.
  • Orchestrate customer/branch relationships and collaborate with regional Product, Service, Geo, and Knowledge Management resources.
  • Participate in the creation of value-added solutions for customer's logistics needs, including supporting diagrams and cost-benefit calculations.
  • Support the transition of new accounts through customer introductions, information transfer, and securing any necessary customer paperwork.
  • When needed, support AR (accounts receivable) collection.
  • Attend training & development sessions to continue developing selling skills and updating Expeditors Product and Service knowledge.
  • Involvement in local trade groups, as directed by the District Sales Manager.
  • Take on additional assignments as required, supporting company needs.

Qualifications:

  • Desired Skill-Sets and Characteristics:
    • The ability to meet with customers off-site on a regular basis.
    • Oral and written proficiency in the English language.
    • Strong problem-solving, organizational, and interpersonal skills.
    • Ability to work productively both individually and in a team environment.
    • Sense of urgency for goal achievement.
    • Self-motivated with ability to work in a fast-paced and constantly changing environment.
    • Comfortable with regular data entry on a laptop computer.
    • Strong rapport and relationship-building focused.
    • Empowered to make quick decisions in response to changing conditions.
    • Extroverted, confident, enthusiastic, and persuasive.
    • Influences others to action.
    • Timeliness and accountability for results.
  • Experience:
    • Minimum 3 years in Global logistics industry.

Additional Responsibilities:

  • Maintains a robust leads management and prospecting program that enables a healthy sales pipeline.
  • Completes thorough customer research to qualify and validate good prospects.
  • Customizes cold calling scripts.
  • Schedules and executes adequate time for cold calling and scheduling new meetings.
  • Maintains 20 companies prequalified with Customer Information Checklists completed for cold calling purposes.
  • Prepares cold call scripts with unexpected questions for each pre-qualified company.
  • Sets aside 8 hours per week for cold calling customers.
  • Proactive and organized for continuous and productive monthly call activity.
  • Schedules calls 2 weeks in advance.
  • Schedules at least 10 customer meetings in advance of the following week.
  • Maintains a healthy pipeline with the right mix of opportunities (aligned with the district tactical business plan) at the different steps of the Team Selling Process.
  • Persistent in contacting prospects and targets at the proper cadence to keep opportunities moving through the pipeline.
  • Meets with new prospects weekly to ensure the healthy backfill of the sales pipeline.
  • Maintains a balanced pipeline/sales funnel (i.e. approximately 25-30 qualified leads, 40 prospects, 20 targets with at least a 2/5 close ratio).