District Sales Executive

About the Role

• Company: Expeditors
• Job Title: District Sales Executive
• Industry: International logistics and global supply chain management.
• Expeditors is a Fortune 500 company with a global network of over 350+ locations.

Key Responsibilities

• Prospecting:
• Maintain a robust leads management and prospecting program.
• Conduct thorough customer research to qualify and validate prospects.
• Customize cold calling scripts.
• Schedule and execute sufficient time for cold calling and scheduling new meetings.
• Call Activity:
• Maintain proactive and organized monthly call activity.
• Schedule calls two weeks in advance.
• Ensure the call schedule is full for the following week.
• Achieve completed call and joint call expectations monthly.
• Pipeline Management:
• Maintain a healthy pipeline with a balanced mix of opportunities.
• Persistently contact prospects and targets at the proper cadence to advance opportunities.
• Meet with new prospects weekly to ensure healthy backfill of the sales pipeline.
• Closing & Revenue:
• Properly manage opportunities to close two opportunities monthly that meet or exceed global and regional growth expectations.
• Sales Skills & Sales Call Management:
• Confidently navigate opportunities through each step of the sales process using sales techniques and tools.
• Territory Management:
• Manage an assigned territory, demonstrating extensive knowledge of potential customers and competitors.
• Data Entry:
• Timely data entry in the Customer Relationship Management (CRM) tool.
• Relationship Building:
• Build relationships with customers.
• Collaborate with regional teams, Geo, and Knowledge Management resources.
• Solution Creation:
• Create value-added solutions for customer logistics needs, including Network Diagrams & Cost Benefit Solutions.
• Account Support:
• Support the transition of new accounts.
• Support Accounts Receivable (AR) collection.
• Own the Credit Setup process with new customers.
• Training & Development:
• Attend training and development sessions to enhance selling skills and update product/service knowledge.
• Local Involvement:
• Involvement in local trade groups, as directed by the DSM.
• Sales Call Quotas:
• Make 50 sales calls every month or as directed by the DSM.
• Make the required number of joint calls as directed by the DSM.
• Budget Management:
• Meet required individual budgets.
• Pipeline Diversification:
• Maintain a diversified sales pipeline across verticals & Expeditors services.
• Additional Assignments:
• Take on additional assignments as required to support company needs.

Requirements & Tech Stack

• Core Competencies:
• Exceptional Customer Service
• Job Execution
• Reliability
• Collaboration
• Communication
• Culture (10 cultural attributes: Appearance, Attitude, Confidence, Curiosity, Excellence, Integrity, Pride, Resolute, Sense of Humor, Visionary)
• Personal Growth and Development
• Knowledge:
• Expeditors company policies and procedures.
• Good understanding of Expeditors’ products, services, and systems.
• Strong market and competition knowledge.
• Skills:
• Effective interpersonal skills.
• Proven abilities to listen, comprehend, and communicate clearly and concisely.
• Good Microsoft Office skills (Excel, Word).
• Excellent oral and written communication skills.
• Excellent organizational skills.
• Excellent time management skills.
• Proven history of providing exceptional customer service.
• Behaviours:
• Emotional resilience.
• Self-reflecting and open to feedback.
• Initiative and ability to work in autonomy.
• Role model of integrity and pride.
• Proven leadership attitude and background.
• Reliable and accurate.
• Supportive of change.
• Advocate of Expeditors culture.
• Training Requirements:
• Meet company standards of 52 hours of training per year.
• Includes management/leadership training as needed.

Qualifications

• Six months to one-year related experience and/or training; or equivalent combination of education and experience.
• 2- 5 years of sales experience in the required market.

Additional Information

• Benefits:
• Paid Vacation, Holiday, Sick Time
• Health Plan: Medical
• Life Insurance
• Employee Stock Purchase Plan
• Training and Personnel Development Program
• Growth opportunities within the company
• Employee Referral Program Bonus