Sales Director (Freight Transport)

THE COMPANY

Our client, a regional leader in the commercial freight transportation of products and merchandise industry, is looking for a Sales Director based in Otay Mesa, California (San Diego, CA headquarters) or it can also be based in Tijuana, BC. satellite office and trucking depot. The ideal candidate should have the experience and ability to design both the commercial strategy and its execution, achieving excellent results. The Director of Sales travels to their sites on both sides of the border and to visit prospects and clients.  The position reports to the CEO.

THE POSITION
Objectives and Challenges:

• Design and implement the commercial strategy aligned with the Group’s Strategic Growth Plan and develop of the Sales Program based on objectives (KPI’s)
• Develop and create a structured and effective sales department.
• Identify new business opportunities and grow market share.
• Evaluate and launch new value-added services and revenue streams.

Main Activities and Responsibilities:

• Market analysis for the development of the Commercial Strategy
• Development of an action plan based on measurable objectives (KPI’s)
• Pre-select companies, establish contact and arrange an appointment/interview with the prospect according to the commercial process.
• Oversee the sales department (including insider sales and customer service)
• Represent the Group in the different Chambers and relevant Events
• Presentation of the group’s transportation solutions to key decision makers within customer and prospect organizations.
• Evaluate the risk and viability of prospects with the different areas of the group.
• Sales consultative process. Design integral transport and logistics solutions based on the current and future needs of each client.
• Analyze the registration of new clients, to ensure that the security profile is met.
• Grow the business relationship with customers ensuring their highest level of happiness.
• Oversee the preparation of any and all sales material taking into account each segment of the market where the company wishes to expand.
• Management of conflicts and claims ensuring the follow-up and resolution of these.

THE CANDIDATE

Experience and Education:

• 7+ years of sales experience taking the entire process from business opportunity development to negotiation, closing and implementation.
• Experience in supervising employees and/or sales representatives.
• Proven success in developing business strategies and sales plans
• Experience negotiating with key decision makers within client and prospect organizations (Directors, Vice Presidents, etc.) on both sides of the border, Mexico and USA.
• 3+ years of experience in business development with international companies with significant exposure to the logistics process (freight transport, storage, 3PL, logistics, freight forwarding, import/export, customs, etc.)
• Experience in sales to the maquiladora and manufacturing sector.
• Experience in consultative sales (based on integral solutions).
• Experience using technological tools to conduct daily tasks (Logistics Systems, PowerPoint, Excel, etc.).
• Experience working in a growing work culture.
• University degree or equivalent experience.

Profile:

• High energy level
• Adaptability and resilience
• Excellent presentation, eloquence and clarity of ideas
• High level of accountability and focus on results
• Self-steering
• English 90%
• Strong understanding of business and finance

Compensation:

• Excellent Salary
• Open to performance bonus based on KPI’s
• Position is paid on U.S. payroll for individuals with US legal work status or on Mexican payroll for individuals who work out of the Tijuana, Mexico satellite office.
• Sentri or Global Entry highly desirable