What are the responsibilities and job description for the Regional Sales Manager - Utah position at Melton Truck Lines?
The Regional Sales Manager is an individual contributor, outside sales position and is responsible for managing and developing current and prospective accounts within Northwest United States to include: Utah, Colorado, Wyoming, Montana, Idaho, Washington, Oregon, Northern California, and Western Nevada while focusing on providing the highest levels of customer service and operational profitability.
This position involves weekly overnight travel within the assigned territory. Ideal candidates will live in the Salt Lake City or Denver metro areas.
Essential Duties and Responsibilities: include the following. Other duties as assigned
1. Professionally represent Melton Truck Lines, Inc. by calling on current and prospective customers in order to generate profitable growth.
2. Professionally represent Melton Truck Lines, Inc. while prospecting, qualifying, and calling on potential accounts that match our service abilities, operational objectives and financial goals.
3. Develop a thorough understanding of each customer’s transportation needs by penetrating multiple levels of an organization. This includes knowing the daily points of contact in dispatch, operations, accounts payable, sales, and transportation management along with knowing the hours of operation, specific shipment handling requirements, service expectations, volumes, lanes, and payment abilities.
4. Manage customer pricing including customer bids, RFPs, and renewal of current customer’s contracts, prior to expiration, based on your evaluation of the customer’s business relative to Melton’s expectations.
5. Maintain daily communication with associated Territory Account Manager and Inside Sales Representatives to provide guidance on freight and equipment balances, customer service opportunities, lane targets and pricing objectives.
6. Work closely with the Inside Marketing Department, specifically Business Development, to identify and evaluate new prospective, year-round, profitable opportunities.
7. Provide support as needed to adjacent departments such as the Accounts Receivable Department and Safety.
8. Prepare a weekly agenda in CRM to accomplish the following goals: 25 customer contacts, customer entertainment as available and proposals due.
9. On a daily basis, enter all customer contact notes, information and future appointments in CRM.
10. Follow up on all sales leads within 1 week.
11. Provide support to our brokerage division, Melton Logistics, where possible.
12. Interpret ongoing business activity reports detailing region performance versus goals related to profitability factors such as yield, margin per day, empty miles, load/unload times, revenue, empty miles, new customers, and customers needing improvement.
Qualifications:
- Multiple years of outside sales success in the transportation industry, preferably in flatbed specific freight.
- Transportation pricing and negotiation experience required.
- Must be proficient with computer programs such as Microsoft Excel and Word. Microsoft Power BI experience preferred.
- Must have exceptional sales and communication skills. Must be able to speak clearly and concisely to a large group of people. Listening skills are crucial, as well as the ability to deal with high-pressure situations.
- Must have a valid drivers license and be willing to travel by car or plane to visit customers.
