Director, Motor Carrier Sales - East Region

DCLI•Chicago, IL

About The Position

The successful candidate will have an outstanding opportunity to join the largest intermodal chassis provider in North America. This role will be responsible for advancing DCLI’s commercial objectives across the motor carrier customer segment in the East region. The optimal candidate for this role will exhibit strong leadership and coaching skills, business acumen, operational excellence, and industry experience in the trucking/drayage sector. Duties and Responsibilities Work, in coordination with other company resources, to develop the strategic and tactical direction for the business unit, establish management processes and metrics for performance and be accountable for financial and growth performance of the business. Responsible for developing the sales plan to fulfill the customer acquisition and revenue goals of the organization. Build a world-class team and develop high-level service offerings, motivating and leading staff while increasing revenues and improving profitability. Lead a team in the development and maintenance of customer relationships at decision-maker levels to maximize business opportunities with new and existing customers. Complete necessary planning activities for both short term and long-term goals of the business including budgetary planning, analysis, and review. Maintain direct sales responsibility over a limited quantity of strategic accounts, maintaining productive commercial relationships that contribute to the overall commercial strategy. Facilitate ongoing personnel development by establishing and executing hiring plans, sponsoring ongoing sales training, and coaching/mentoring direct reports. Frequent travel expected (50+%) covering the Eastern Region to ensure adequate support, training and management of the field sales team. Establish and lead a metric-driven sales organization, focused on maximizing geographic coverage via a highly productive sales team. Monitor and report against the commercial pipeline, as well as develop strategies in coordination with marketing to enhance and improve upon key sales KPI’s Develop a deep understanding of key financial metrics, regularly reporting on our performance to budget and key drivers of the results and forecast expectations. Regularly perform market and competitor analysis to determine client needs, volume potential, price schedules, product development and sales campaigns to accommodate goals for the company. Provide insight on new pricing initiatives and product offerings to achieve growth initiatives. Other essential abilities and skills Executive level presentation skills, proven success establishing/managing sales strategy, and experience building and managing commercial metric Excellent interpersonal skills and the ability to motivate and inspire a sales organization is critical Exceptional, demonstrated consultative sales skills. Ability to craft a solution with services that meets business goals based on customer discussions

Requirements

Executive level presentation skills, proven success establishing/managing sales strategy, and experience building and managing commercial metric
Excellent interpersonal skills and the ability to motivate and inspire a sales organization is critical
Exceptional, demonstrated consultative sales skills. Ability to craft a solution with services that meets business goals based on customer discussions
Proven sales executive experience, meeting or exceeding targets
10+ years of experience in a transportation and/or equipment leasing field preferred
Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions
Ability to communicate, present and influence all levels of the organization, including executive and C-level
Proven ability to articulate the distinct aspects of products and services
Excellent listening, negotiation and presentation skills
Excellent verbal and written communications skills
BA/BS degree or equivalent
Must be able to pass a pre-employment drug screening.

Responsibilities

Work, in coordination with other company resources, to develop the strategic and tactical direction for the business unit, establish management processes and metrics for performance and be accountable for financial and growth performance of the business.
Responsible for developing the sales plan to fulfill the customer acquisition and revenue goals of the organization.
Build a world-class team and develop high-level service offerings, motivating and leading staff while increasing revenues and improving profitability.
Lead a team in the development and maintenance of customer relationships at decision-maker levels to maximize business opportunities with new and existing customers.
Complete necessary planning activities for both short term and long-term goals of the business including budgetary planning, analysis, and review.
Maintain direct sales responsibility over a limited quantity of strategic accounts, maintaining productive commercial relationships that contribute to the overall commercial strategy.
Facilitate ongoing personnel development by establishing and executing hiring plans, sponsoring ongoing sales training, and coaching/mentoring direct reports.
Frequent travel expected (50+%) covering the Eastern Region to ensure adequate support, training and management of the field sales team.
Establish and lead a metric-driven sales organization, focused on maximizing geographic coverage via a highly productive sales team.
Monitor and report against the commercial pipeline, as well as develop strategies in coordination with marketing to enhance and improve upon key sales KPI’s
Develop a deep understanding of key financial metrics, regularly reporting on our performance to budget and key drivers of the results and forecast expectations.
Regularly perform market and competitor analysis to determine client needs, volume potential, price schedules, product development and sales campaigns to accommodate goals for the company.
Provide insight on new pricing initiatives and product offerings to achieve growth initiatives.