District Sales Executive

Company Description“We’re not in the shipping business; we’re in the information business” -Peter Rose, Expeditors FounderGlobal supply chain management is what we do, but at the heart of Expeditors you will find professionalism, leadership, and a friendly environment, all of which foster an innovative, customer service-based approach to logistics.- 15,000 trained professionals- 250+ locations worldwide- Fortune 500- Globally unified systems**Job Description**:The focus of the District Sales Executive (DSE) is on achieving results that arealigned with the overall organization and it’s strategic goals. Initiative, coupledwith a sense of competitive drive, and the ability to stay focused on results despitechanging conditions, are the keys to achieving the performance objectives of theDistrict Sales Executive role at Expeditors.The DSE orchestrates involvement of multiple people in our Sales process, sothat new customer revenue is consistently secured for our district office andExpeditors network. The job environment is flexible, constantly changing, andprovides growth opportunity, recognition and reward for the achievement ofbusiness results. This position reports to the District Sales Manager.**Key Deliverables**These are the minimum results expected from a successful District Sales Executive:- 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- Predictive Index”**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 constantlychanging 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 Information**_Prospecting_**Maintains a robust leads management and prospecting program that enables a healthy sales pipeline. This includes: Completing thorough customer research to qualify and validate good prospects, customizing cold calling scripts, and scheduling and executing adequate time for cold calling and scheduling new meetings.DSE maintains 20 companies prequalified with Customer Information Checklists completed for cold calling purposes.DSE prepares cold call scripts with unexpected questions for each pre-qualified company.DSE sets aside 8 hours per week for cold calling customers.**_ Call Activity_**Proactive and organized for continuous and productive monthly call activity so that: calls are scheduled two weeks in advance, call schedule is full for the following week, completed call and joint call expectations are achieved monthly.DSE meets month call count expectations (50)At least 25% of DSEs calls are conducted jointly.DSE schedules calls 2 weeks in advance.DSE schedules at least 10 customer meetings in advance of the following week.**_ Pipeline Management_**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. Is Persistent in contacting prospects and targets at the proper cadence to keep opportunities moving through the pipeline and meets with new prospects weekly to ensure the healthy backfill of the sales pipeline.DSE is meeting with at least 3 new customers each week.DSE has a next meeting scheduled (or proposed) with each target.DSE 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.DSE maintains a healthy mix of targets with active movement (i.e. mov