Director, Motor Carrier Sales - East Region

The successful candidate will have an outstanding opportunity to join the largest intermodal chassis provider in North America.  This role will be responsible for advancing DCLI’s commercial objectives across the motor carrier customer segment in the East region. The optimal candidate for this role will exhibit strong leadership and coaching skills, business acumen, operational excellence, and industry experience in the trucking/drayage sector.

Duties and Responsibilities

• Work, in coordination with other company resources, to develop the strategic and tactical direction for the business unit, establish management processes and metrics for performance and be accountable for financial and growth performance of the business.
• Responsible for developing the sales plan to fulfill the customer acquisition and revenue goals of the organization.
• Build a world-class team and develop high-level service offerings, motivating and leading staff while increasing revenues and improving profitability.
• Lead a team in the development and maintenance of customer relationships at decision-maker levels to maximize business opportunities with new and existing customers.
• Complete necessary planning activities for both short term and long-term goals of the business including budgetary planning, analysis, and review.
• Maintain direct sales responsibility over a limited quantity of strategic accounts, maintaining productive commercial relationships that contribute to the overall commercial strategy.
• Facilitate ongoing personnel development by establishing and executing hiring plans, sponsoring ongoing sales training, and coaching/mentoring direct reports.
• Frequent travel expected (50 %) covering the Eastern Region to ensure adequate support, training and management of the field sales team.
• Establish and lead a metric-driven sales organization, focused on maximizing geographic coverage via a highly productive sales team.
• Monitor and report against the commercial pipeline, as well as develop strategies in coordination with marketing to enhance and improve upon key sales KPI’s (i.e. lead conversion rates, close won percentage and renewal rates)
• Develop a deep understanding of key financial metrics, regularly reporting on our performance to budget and key drivers of the results and forecast expectations.
• Regularly perform market and competitor analysis to determine client needs, volume potential, price schedules, product development and sales campaigns to accommodate goals for the company.
• Provide insight on new pricing initiatives and product offerings to achieve growth initiatives.

Other essential abilities and skills

• Executive level presentation skills, proven success establishing/managing sales strategy, and experience building and managing commercial metric
• Excellent interpersonal skills and the ability to motivate and inspire a sales organization is critical
• Exceptional, demonstrated consultative sales skills. Ability to craft a solution with services that meets business goals based on customer discussions

Qualifications

• Proven sales executive experience, meeting or exceeding targets
• Proven experience leading a team in Salesforce
• 10 years of experience in a transportation and/or equipment leasing field preferred
• Demonstrable experience as head of sales, developing client-focused, differentiated and achievable solutions
• Ability to communicate, present and influence all levels of the organization, including executive and C-level
• Proven ability to articulate the distinct aspects of products and services
• Excellent listening, negotiation and presentation skills
• Excellent verbal and written communications skills
• BA/BS degree or equivalent
• Must be able to pass a pre-employment drug screening.

Direct Reports

Managing 3 Area Sales Managers and 1 Inside Sales

Benefits

We understand that your role at DCLI is only part of who you are. Our comprehensive compensation and benefits package provide resources for you to be your best self, grow professionally and personally, and reach your full potential.

• Excellent health, dental, and vision insurance options for you and your family
• Ample PTO and paid holidays
• 401k with company match
• Flexibility to support a healthy work-life balance
• Wellness resources
• Company-sponsored parties, outings, and other perks

Development Opportunities

At DCLI, you’ll find that everyone – from your coworkers and managers to the senior leadership team – wants to see you succeed and there are opportunities available for you to develop in your current role and prepare to take that next step in your career:

• Tuition reimbursement
• Internal training and educational resources
• Quarterly and annual awards for outstanding performance
• Pathways to promotions and access to advice, feedback, and mentorship
• Participation in professional organizations
• Internships

Preferred locations - Chicago, Savannah, New York