What are the responsibilities and job description for the Senior Sales Manager position at CRST Expedited, Inc.?

Job Description

CRST The Transportation Solution, Inc. is delivering promises and driving success so we can all have what we need to live and thrive. We need talented individuals to help us bring this vision to life

For nearly 70 years, CRST has delivered on its promises to customers, growing to be one of the nation’s largest privately held transportation and logistics companies. We offer one of the broadest arrays of transportation and logistics services in the industry, including truckload capacity solutions, flatbed, transportation management, dedicated services, high-value product white-glove services, team expedited and final mile home delivery.

Our nationwide team of nearly 4,000 experienced drivers and nationwide network of independent contractors and agents drives more than 370 million miles a year – powered by more than 16,000 transportation assets, 2,000 driver support team members, and state-of-the-art tools and systems. And with every mile, CRST reinforces its unwavering dedication to safety, service, and value.

CRST’s Flatbed Solutions

CRST’s Flatbed Solutions team offers versatile flatbed trucking services across North America, handling everything from simple to complex transportation needs. With a vast network of agents and owner-operators, one of the largest fleets of side kits, and over 100 field offices, we ensure safe, on-time delivery. Specializing in metal products, construction materials, and oversized freight, we provide real-time tracking and seamless service, from the first mile to the last, backed by cutting-edge technology.

Job Summary : We are seeking a dynamic and results-driven Senior Sales Manager to join CRST. As a Transportation Sales Representative, you will play a crucial role in driving the growth and profitability of CRST. You will be responsible for identifying and securing new business opportunities and achieving sales targets in your assigned region using insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business that link back to CRST solutions.

Location : Work From Home – Great talent exists everywhere. With that in mind, this role is offered in a work-from-home capacity. You’ll be tied into the CRST network and resources while working from the comfort of your own home. Preferred talent will be located in Atlanta, Houston, Nashville, or Charlotte.

Travel Requirements : 40% – Meeting new prospects at least 2x / week across the U.S.

Compensation : The salary range for this role is $63,236 - 117,203 Annual Incentive Plan (Paid Bi-Weekly)

A final amount is dependent on factors including prior relevant experience, knowledge, and location. Typically, selected candidates are hired at a rate between the minimum and midpoint of the range. For roles that are commission or bonus-eligible, your recruiter can share more details regarding the specifics for these positions.

Role Responsibilities :

New Business Development : Identify and prospect potential customers that require transportation solutions through various channels such as cold calling, networking events, referrals, and research. Develop and implement effective sales strategies to generate new business opportunities and expand the customer base in assigned regions.

Sales Cycle Management : Manage the entire sales cycle from lead generation to closing deals. Conduct thorough needs assessments, prepare and present compelling sales proposals, negotiate terms and conditions, and secure profitable contracts.

Relationship Management : Build and maintain strong relationships with prospective clients, including transportation managers, logistics coordinators, supply chain professionals, and other decision-makers. Act as a trusted advisor that positions CRST as the preferred transportation solution provider.

Communication : Tailors communications to the customer’s needs with authority, effectively delivering presentations with strong verbal and written communication skills.

Market Analysis and Competitor Research : Stay informed about market trends, industry developments, and competitors' activities. Conduct regular market analysis to identify opportunities for growth and adjust sales strategies accordingly. Monitor and report on market conditions, customer feedback, and competitor pricing to make informed recommendations.

Sales Target Achievement : Meet assigned sales targets and revenue goals on a monthly, quarterly, and annual basis. Develop and implement effective strategies to maximize sales volume and profitability.

Networking : Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders to maximize deal success.

Ownership : Goes out of his or her way to complete a job and has a relentless drive to achieve results; is independent and self-directed and takes initiative with minimal direction or supervision.

Requirements : Education :

High school diploma or GED required

Bachelors Degree, preferred

Experience :

3 years of experience with prior sales and transportation

Current experience actively engaging with prospective clients within the last 12 months

Preferred Qualifications :

Proficient in using Customer Relationship Management (CRM) software and other sales tools

Self-motivated and proactive with the ability to work independently and as part of a team

Strong business acumen and market awareness, including the ability to analyze data, identify trends, and make data-driven recommendations

The results-oriented mindset with a demonstrated ability to meet or exceed sales targets

Excellent communication and negotiation skills, with the ability to effectively present solutions and overcome objections

Strong prospecting and lead generation skills, with the ability to identify and convert potential clients into customers

Deep understanding of the transportation industry, including knowledge of various modes of transportation and familiarity with logistics and supply chain management

Proven track record of success in transportation sales with a minimum of [3] years of sales experience.

Did You Know?

CRST is one of the largest privately owned trucking companies in the United States. That means you can count on our experience and ongoing commitment to provide the best service to our customers and the best work environment for our employees.

We’re family-owned. We’re dedicated to building on our founder’s legacy to make CRST the transportation solution.

CRST is headquartered in Cedar Rapids, IA. Our midwestern hometown is known for its strong values, commitment to our community, and the success of manufacturers and producers here and throughout the country. When we thrive, America thrives!

The CRST Core Values : Safety at the Core of All We Do – Integrity in Every Decision and Action – Commitment to the Success of Employees, Customers, Agents, Contractors, and Communities.

EEO Statement : All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Salary : $63,236 - $117,203

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