NFI is a leading, family-owned, fully integrated third-party supply chain solutions provider. Serving customers around the world, across a variety of industries, NFI is dedicated to providing customized, engineered solutions that propel a business to succeed. Privately-held by the Brown family since its inception in 1932, NFI generates more than $2.5 billion in annual revenue and employs more than 13,100 associates. NFI operates over 55 million square feet of warehouse and distribution space, and its company-owned fleet consists of over 4,500 tractors and 12,500 trailers.
Job Summary
Reporting to the Vice President of Sales, the Director of Sales is primarily responsible for developing and maintaining business relationships with customers and prospects by exploring opportunities focused on Dedicated Fleet solutions. Other responsibilities include one-way regional truckload, port drayage, brokerage, and cross-border transportation with Mexico, in addition to selling NFI's full portfolio of service lines.
Essential Duties & Responsibilities
- Day-to-day diligent "hunting" mentality approach to prospecting and new business lead generation, with expectation of an active pipeline in excess of $20M.
- Retain and grow existing customer base; create strategic plan to achieve sales goals
- Develop competitive solutions and proposals resulting in new business
- Partner and collaborate with peers and management, including engineering and operations teams, to enhance selling techniques and bring innovation to new business opportunities
- Maintain relationships with existing customers, communicating on a regular basis (including customer business reviews)
- Review and closely monitor account performance and profitability
- Communicate issues and concerns with operations and senior management when required
- Participate in rate schedule development and contracts for both new and existing business
- Complete key administrative tasks including CRM (Salesforce), managing appropriate pipeline and updating key customer information.
- Anticipate within first 12 to 24 months of hire to execute in excess of $5M annualized new business.
- Ability and availability to travel as business needs dictate
Requirements
- Minimum 3-5 years sales experience within the logistics industry
- Solid knowledge of the industry and marketplace, maintaining a national and global network
- Proven experience in prospecting and developing new business
- Demonstrated sales background and capability
- Desire to succeed in a sales goal-driven environment with a tenacity to close
- Excellent analytical skills - assess, design and sell a given solution
- Commercial understanding of business requirement principles
- Ability to develop and deliver high quality, compelling presentations
- Excellent communicator with the ability to articulate the value proposition of the Company - both virtually and in person; comfortable selling at the "C" level
- Skillful negotiator - maintain company expectations while expanding customer spend
- Professional demeanor - confident, organized, and well-presented
- Self-starter with an enthusiastic approach and "can do" attitude, high energy
- Analytical approach to determine what business is worth pursuing
- Willing and able to be nimble and flexible in the face of change
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