Description

POSITION SUMMARY

The overall responsibility of the Director of Sales for Epes Logistics Services, Inc. is to manage and develop new and existing accounts in order to grow business in an organized and profitable manner.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Create a list of prospective customers based on information from newspapers, business directories, industry-related associations, industry ads, Internet Web-sites, internal sales leads, and other various sources.  Possible former customers will be targeted.  Determine validity of accounts and/or prospects through telemarketing.

Travel throughout territory (and other assigned areas) to call on existing and prospective customers.

Enhance and develop new business opportunities for Epes Logistics and Epes Freight Management.

Interact with internal corporate-wide sales personnel to develop joint account strategies.

Develop a target account list that will be subject to continual additions.

Maintain accurate and up-to-date sales records including weekly itinerary and sales call updates.

Conduct appropriate number of on-site sales calls per week to achieve baseline gross margin objectives.

Determine unprofitable or below-market rates within customer rate schedule and propose increases or adjustments as needed.

Assist in the development and monitoring of the Sales and Marketing strategic plan.

Determine and evaluate customer needs, prepare sales presentations, negotiate and formulate rate proposals, provide needed customer service follow-up, and prepare sales correspondence as needed.

Resolve customer concerns and complaints.

Develop and implement processes through the use of technology to partner with customers.

Review A/R report weekly and assist accounting in collections whenever possible.

Secure information from key staff personnel in other departments in reference to sales leads and current customer performance (and companies).

Work on special projects as needed.

Provide Director of Operations with an annual list of goals to be obtained.

Ensure company sales literature is current and up-to-date.

Demonstrates support to the Epes Logistics, Inc. Quality Management System and its objectives, as applicable.

Work with the Director of Operations to establish and promote a true quality improvement process to include the Quality Management System at the company with the involvement of all personnel.

Perform other duties as become necessary or assigned.

PRIORITIES SERVED

• Development of new business opportunities
• Employee Relations
• Problem Resolution
• Strategic Planning
• Intra-company integration—coordinating and pulling all resources/departments together to solve concerns and training needs

PERFORMANCE MEASUREMENTS

• Two new accounts or carriers for dedicated lanes per week.
• Achieve baseline gross margin objectives.
• Profitability of ongoing operations.
• Assist in maintaining A/R at least 87% current.
• Meet and/or exceed budget and operating ratio objectives.
• Identify areas needing improvements and implementing corrective measures.
• Monitoring costs effectiveness to ensure profitability of ongoing operations.
• Effectiveness of employee relations; employee development and training.
• Customer retention.
• Contributing to the overall Operating Performance of the Company
• Adherence to budget in areas of responsibility
• Quality of Input to Corporate and Departmental Objectives. Identifying areas of improvement and development of corrective measures.
• Employee Development and Retention
• Maintain a positive behavior standard by acting and communicating in a manner that is professional and helps you get along with customers, clients, co-workers and management.

SUPERVISORY RESPONSIBILITIES

• None at this time.

Qualifications

DESIRABLE QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Minimum of 5 years of transportation/logistics sales experience.
• Excellent work history with proven track record.
• College degree in marketing, business, transportation or related field.
• Strong computer/PC skills (Excel, Word) including typing.
• Professional, clean, neat appearance.
• Ability to pass drug test.
• Valid driver license with good driving record.
• No convictions of serious crimes.
• Ability to travel as needed.

COMMUNICATION SKILLS

• Ability to read and comprehend general instructions, correspondence, and memos. 
• Ability to read and interpret general business periodicals.
• Ability to write reports and business correspondence.
• Ability to present information effectively, to speak before groups of employees, customers, outside consultants, and respond to questions or comments. 

OTHER NECESSARY SKILLS

• Ability to communicate clearly and effectively.  Excellent oral, written, and listening skills.
• Ability to work independently; initiative; self-starter.
• Ability to integrate and analyze data.  Strong presentation skills.
• Ability to work on confidential matters.
• Ability to plan and organize workload; attention to detail.
• Ability and flexibility to handle pressure and work with interruptions.
• Ability to interact, in a professional manner, with employees and customers.
• Ability to secure information from inter-departmental personnel.
• Ability to work flexible hours as needed.
• Ability to implement lower costs effectively.
• Ability to handle multiple priorities.
• Willingness to learn and accept responsibility.

REASONING ABILITY

Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form.  Ability to determine reasonableness of detail and summary information as related to accounting reports.  Ability to define problems, collect data, establish facts, and draw valid conclusions.

PHYSICAL DEMANDS 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to stand, walk, sit, reach with hands and arms, climb, balance, stoop, kneel, crouch, talk, and hear.  The employee must be able to drive for various distances.  The employee will work on a computer more than 40% of the time and must have good hand/finger dexterity.  Specific abilities required by this job include distance vision, close vision, and ability to focus.  The employee must occasionally lift and/or move up to 25 pounds and occasionally roll or move up to 50 pounds.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.