PURPOSE  

The Director of Sales is responsible for the growth of account sales for his/her territory.  This individual will be responsible for achieving sales quotas and goals that will be outlined by management. 

PRIMARY DUTIES & RESPONSIBILITIES

• Identifies new business opportunities through contact with prospective clients in the assigned market and for cross selling new services to existing clients.
• Identifies market trends and competitive rate actions and communicates those trends to the product and management teams
• Exercises proactive solution development by creating and maintaining a client lifecycle program for his/her top clients. Build a solid understanding of target customers/assigned account base (contact, commodities/ trade lanes, type of business, contract information/exceptions, and service requirements)
• Assists and facilitates the preparation of RFQ’s and bids
• Identifies the competitive service strengths and weaknesses of the company and makes recommendations for continuous improvement initiatives
• Provides weekly and monthly performance metrics to the sales administrator
• Understands pricing and cost components associated with proposed solutions
• Performs other duties including sales presentations, developing deliverables, coordinating implementation, creating and adding to existing marketing materials where appropriate
• Enters new customer data and other sales data for clients into Toll CRM and maintains this information per company policy
• Meets specific volume and revenue requirements for each product in the Toll portfolio as designated by the SVP, Sales
• Manages time and sales territory to be able to reach the desired number of sales calls (10) on a weekly basis ensuring maximum Toll exposure to the market
• Ensures effective and timely response to all sales leads/key correspondence within identified timelines
• Manages expenses and other company assets in accordance with corporate guidelines

SKILLS ESSENTIAL TO THE JOB

Technical

• Windows Operating System
• MS Office Applications (Outlook, Word, Excel and Access)
• Working knowledge of Air & Ocean Freight operations, including the following:
• Basic IATA Knowledge
• FAA & TSA Regulations
• Export Regulations / AES
• Knowledge of FMC Compliance Requirements
• Understanding of US Customs / Import Requirements
• Value based solution selling incorporating Ocean/Air freight / Customs Brokerage / Warehousing & Distribution services highly preferred
• Proven track record of consistently exceeding objectives and quotas
• Knowledge of transportation and logistics industry required

• Performs other duties as assigned by management
• Complies to the Toll Global Forwarding Business Improvement Program Quality, Risk and Human Resource Reference Manuals and the Toll Workplace Standards and Code of Conduct and the GF Employee Handbook
• Performs other duties as assigned by management

Qualifications

JOB REQUIREMENTS

Education and Experience

• Bachelor’s Degree in Business Field or related or equivalent industry specific experience
• Minimum of five (5) years’ experience in Sales/Business Development