District Sales Executive

Expeditors•Columbus, OH

About The Position

The District Sales Executive (DSE) manages an assigned territory and develops sales opportunities for Expeditors’ logistics products and services. The role requires knowledge of potential customers, competitors, the local market, and Expeditors’ offerings. The DSE builds customer relationships and collaborates with regional teams, Geo, and Knowledge Management resources to create value-added logistics solutions, support new-account transitions, and meet individual budgets and revenue expectations. The DSE maintains a robust prospecting program and a healthy sales pipeline, plans and completes sales calls, and guides opportunities through the team-selling process toward closing. The role also includes timely CRM data entry, supporting accounts-receivable collection, managing credit setup for new customers, participating in training and development, and engaging with local trade groups as directed. The position is expected to meet company standards for 52 hours of relevant training per year and to demonstrate Expeditors’ customer-service, reliability, collaboration, communication, and cultural expectations.

Requirements

Six months to one year of related experience and/or training, or an equivalent combination of education and experience.
Two to five years of sales experience in the required market.
Knowledge of company policies and procedures.
A good understanding of Expeditors’ products, services, and systems.
Strong knowledge of the market and competition.
Effective interpersonal skills, including listening, comprehension, and clear, concise communication.
Good Microsoft Office skills, including Excel and Word.
Excellent oral and written communication skills.
Excellent organizational and time-management skills.
A proven history of providing exceptional customer service at all levels.
Emotional resilience; openness to self-reflection and feedback; initiative and ability to work autonomously; integrity; leadership attitude and background; reliability and accuracy; and support for change and Expeditors’ culture.

Responsibilities

Manage an assigned territory and maintain extensive knowledge of prospective customers and competitors in the area.
Maintain a robust leads-management and prospecting program, including researching and qualifying prospects, customizing cold-call scripts, and scheduling prospecting time and meetings.
Plan and complete monthly sales calls and joint calls, including making 50 sales calls per month or as directed by the District Sales Manager (DSM).
Maintain a healthy, diversified sales pipeline aligned with the district tactical business plan and keep opportunities moving through the sales process.
Meet with new prospects weekly and manage opportunities to close two opportunities monthly that meet or exceed global and regional growth expectations.
Navigate sales opportunities using appropriate sales techniques and tools, including network diagrams, business process flows, and IISBs.
Enter data promptly in the Customer Relationship Management tool.
Build customer relationships and collaborate with regional teams, Geo, and Knowledge Management resources.
Create value-added solutions for customers’ logistics needs, including network diagrams and cost-benefit solutions.
Support the transition of new accounts and accounts-receivable collection.
Own the credit setup process for new customers.
Meet required individual budgets.
Attend training and development sessions to develop selling skills and update knowledge of Expeditors products and services; complete at least 52 hours of relevant training annually.
Participate in local trade groups as directed by the DSM.
Take on additional assignments as required to support company needs.
Provide exceptional customer service, communicate professionally, collaborate with others, and comply with company policies, procedures, the code of business conduct, and government regulations.