Job Description

Area Sales Manager, West Coast Region

Job Family:

Sales

Job Title:

Area Sales Manager (Seattle) PNW and Western Canada

Role Summary:

The Area Sales Manager is responsible for developing, managing, and executing the day-to-day sales strategy for the sales staff under their oversight. The activities are in line with the regional scope under the supervision of Director of Sales in region, to ensure profitability and volume growth goals under ONE’s marketing and commercial policy/strategy. The regional commercial performance and accountability for customers include all areas of their account: volume lift, growth, accounts receivable, and the oversight of the staff assigned to this position on a regional scope.

The Area Sales Manager is responsible for identifying areas for his or her sales staff’s development and providing developmental opportunities for career growth and increased performance results. These programs are intended to ensure regional sales team selling skills and business acumen is continuously being improved for competitive advantage and best servicing customers.

The Area Sales Manager has responsibility for the sales force assigned to this position under the guidance of Director of Sales and serves as the Seattle Office Lead.

Additional Responsibilities:

• Lead and manage the regional sales team with the aim of achieving corporate business plans and regional business objectives.

• Implement and manage business development activities within the CRM platform. Target new account pipeline, Customer interactions, and growth efforts for account portfolio expansion

• Responsible for driving sales activities of the team based on Data Analysis and improving quality of the teams’ account plans

• Identify his or her own team’s individual expected account performance, measure, monitor, and hold sales individuals accountable to meet plan.

• Attend and conduct weekly meetings with Regional Director and staff to ensure active engagement and open communication channels.

• Assist Director of Sales in region in development of sales goals and reports on a regional basis that will be used to quantify and measure sales performance.

• Ability to develop and implement tactical sales plan consistent with regional sales goals.

• Manage, monitor, and take corrective action to meet sales metric goals with specific territory action plans under the guidance and supervision of Director of Sales in region.

• Perform and report specific regional budgets, sales plans, and KPIs under the guidance and supervision of Director of Sales in region.

• Demonstrate effective relationships and communication with other internal stakeholders to ensure a collaborative team (Other Sales Management,

Operations, Marketing, Customer Service, Accounting, etc.)

• Ability to build rapport across various personality types

• Sponsor and co-partner with Human Resources for sales development training to ensure his or her sales staff has effective negotiations, persuasion and closing skills including business acumen

• Ability to travel, domestic or international, as requested

Core Required Skills and Competencies:

• Proven ability to motivate, guide, mentor, and develop sales force to implement and accomplish business in regional business plans.

• Commodity Market Knowledge preferred

• Successful persuasion, negotiation, and problem-solving skills with customers and stakeholders both inside and outside

• Ability to work in a collaborative, consensual environment with cross-functional department managers for purpose of improving profitability and service levels, driving efficiency

• A day-to-day functional leader with ability to anticipate challenges, and risks and identify opportunities

• Highly motivated and ambitious

• Strong communication skills, verbal and written

• Professional and personable demeanor

Function Specific Required Skills and Competencies:

• Proven ability to successfully strategize, implement, execute and achieve day-to-day commercial plans to achieve departmental goals.

• Track record of establishing goals and metrics for his or her sales team to measure the ability of staff in meeting/exceeding goals/ targets

• Successful track record in all facets of the sales process: lead generation, opportunity qualifications, sales execution solution, and business case development, negotiating and closing

• Skilled in motivating his or her sales team with clear plan of development and growth for staff

• Ability to communicate, present and influence at counterpart levels of the client organization

Required Minimum Years Experience:

10 years Outside sales experience in container shipping or logistics sectors. Sales Management experience preferred.

Required Minimum Education:

Bachelor’s Degree preferred