Director of Sales

TGW Logistics Group•Grand Rapids, MI

13d

About The Position

The Director of Sales is responsible for sales projects from lead qualification through handover of sold projects to the Realization department. This role drives the sales process and, in collaboration with sales engineers, ensures that TGW provides competitive bids to its customers.

Requirements

Education: Bachelor’s Degree in Business Administration, Marketing, Engineering, or related field, or equivalent work experience.
Experience: Several years of demonstrated success in technical sales environment, preferably in material-handling industry.
Travel: Up to 40% travel required, domestically and internationally.
Skills & Abilities Results-oriented approach with strong analytical, planning, and problem-solving skills.
Proficiency in CRM applications and digital marketing channel.
Excellent written and verbal communication skills.
Solid knowledge of Microsoft Office Suite (PowerPoint, Word, Excel, Outlook, etc.).
Ability to remain stationary at a desk for prolonged periods of time.
Ability to go to site frequently and move safely around industrial and/or warehouse environment.
Ability to lift and carry supplies up to 25 pounds at a time.
Ability to operate computers, tablets, phones, and other electronic devices.
Ability to communicate with others verbally and in writing, on a frequent basis.
Ability to tolerate exposure to job site temperature fluctuations due to seasonal weather in geographic region.
This position may require work at TGW customer sites. TGW’s customers may require background checks before accessing their sites. Refusal to participate in a customer-required background check may result in customer barring access and a subsequent reduction in work.

Responsibilities

Follow the Miller Heimann strategic selling methodology in every opportunity
Identifies decision-makers, consultants, and users within the sales process and determines the influence they have on the sales process.
Leads and manages the project team to success, holds the team members accountable for their contribution.
Fosters a positive team dynamic and active engagement of the different team members
Develops the sales strategy, concepts, calculations, implementation and service proposals for TGW’s customers in collaboration with sales and Life Time Services engineering teams.
Negotiates contracts and manages the handover of sold projects to Realization and after sales service department.
Coordinates the generation and sharing of lessons learned for lost opportunities
Participates and supports marketing in activities such as exhibitions, tradeshows, events, etc.
Keeps the opportunities in charge up to date in the CRM System
Manages the opportunity to-do list and risk log
Book hours to the different opportunities to ensure accurate bid effort evaluation
Achieve the target conversion rates for the different sales stages
Performs additional duties as assigned.