Manager, Local (SMB)

TForce Freight•Columbus, OH

About The Position

This position is responsible for overseeing the performance of Freight Account Executives to achieve revenue growth within a single service territory for the complete freight portfolio. The incumbent coaches Sales performance, responds to customers' requests and acts as a liaison between District sales and operations within the service center. The Freight Account Executives reports to this position.

Requirements

U.S. citizen or otherwise authorized to work in the U.S.
Currently located in the same geographic location as the job or willing to relocate yourself
Previous supervisory experience preferred

Responsibilities

Rides with SAE's during joint sales calls to meet major account contacts, maintain existing business relationships and create new revenue opportunities.
Participates in customer entertainment functions (e.g., dinners, concerts, sporting events, etc.) to talk with customers outside the business environment, focus on their issues, and discuss TForces' sales objectives.
Reviews customer performance reports (e.g., sales measurement reports, pro detail reports, etc.) to provide status reports to the RSD and Service Center Manager.
Meets with customers to gain an understanding of account fluctuations (i.e., shipping volume changes) and the reasons behind them and build rapports.
Reviews SAE's performance for the previous year to provide feedback and direction, discuss sales strategies, and assist them in achieving future objectives.
Meets with District Director of Sales to review current performance of the freight portfolio and develops targeted customers to assist the district in achieving targeted freight goals.
Observes SAE's during sales calls to evaluate the effectiveness of their sales techniques and confirm the proper use of sales materials/presentations.
Reviews Customer Pricing Request reports to evaluate the number of requests entered by each SAE and how effectively SAE's are supporting revenue producing accounts.
Conducts Operations Sales meetings with the Service Center Manager to review sales accomplishments and issues with each SAE.
Reviews SAE's sales calls, performance to evaluate the SAE's products and solutions knowledge to determine training needs.
Observes SAE's and Service Center Managers communications skills to evaluate their ability to discuss TForces products/solutions and provide training to build business acumen.