What are the responsibilities and job description for the Sales Lead position at Fraley and Schilling?
The Sales Lead will focus on expanding the company’s revenue by developing new business opportunities and maintaining long-term relationships with both new and existing clients. In this role, you will balance a strategic sales approach with strong operational collaboration to deliver customized solutions that align with both client needs and company objectives. The ideal candidate will have a deep understanding of both asset-based and non-asset-based logistics and excel at building relationships that translate into successful partnerships.
Roles & Responsibilities
● Business Development: Identify and pursue new client opportunities to generate new business across both asset-based and non-asset-based trucking and logistics services.
● Relationship Building: Develop strong, long-term relationships with key decision-makers at prospective and existing client companies, understanding their evolving needs and ensuring service alignment. ● Account Management & Growth: Maintain and nurture existing customer relationships, ensuring customer satisfaction and identifying opportunities to expand service offerings.
● Sales Strategy: Develop and execute a strategic sales plan to meet revenue targets, utilizing both asset-based trucking services (e.g., dedicated fleets) and non-asset-based solutions (e.g., freight brokerage, 3PL). ● Customer Retention: Engage with existing clients regularly to ensure their needs are met, resolving any issues promptly and identifying opportunities for additional services or contract renewals.
● Solution Selling: Present tailored logistics solutions that leverage both asset-based and non-asset-based services to meet each client’s specific transportation needs.
● Market Research: Stay informed of industry trends, competitor services, and customer demands to craft competitive and effective sales pitches.
Skills & Qualifications
● Sales Expertise: Proven ability to generate and close new business deals within the logistics and transportation industry, with a focus on asset-based and non-asset-based solutions.
● Customer-Centric Approach: Strong relationship management skills, demonstrated by the ability to build trust and create long-term partnerships with clients.
● Cross-Departmental Collaboration: Experience working closely with internal teams (e.g., operations, finance, customer service) to deliver seamless service and resolve client issues quickly.
● Account Management: Skilled at identifying growth opportunities within existing accounts, creating strategies to expand client relationships and increase revenue from both asset-based and non-asset-based services. ● Industry Knowledge: A deep understanding of market trends, transportation solutions, and competitive dynamics, allowing you to anticipate client needs and position our offerings accordingly.
● Effective Communication: Ability to craft and deliver presentations and proposals that clearly communicate our value proposition, tailored to the specific challenges of each client.
● Analytical Skills: Proficient in CRM tools and data analysis to manage sales pipelines, forecast revenue, and report on sales performance effectively.
● Self-Motivation & Initiative: A results-driven mindset with the ability to work independently and proactively achieve sales targets in a fast-paced environment.
Education & Experience
● Bachelor’s Degree in Business Administration, Supply Chain Management, Logistics, Marketing, or a related field.
○ Alternative: A combination of relevant experience and education may be considered, particularly for candidates with extensive industry knowledge.
● 5 years of sales experience in logistics, transportation, or supply chain, with a proven track record of success in both asset-based and non-asset-based service environments (e.g., freight brokerage, 3PL).
● Sales experience with a focus on trucking, logistics, or transportation services, demonstrating the ability to close deals and manage long-term client relationships.
● Proven experience working cross-functionally with operations, finance, and customer service teams to deliver solutions that meet customer needs and support company-wide objectives.
● Previous experience in account management with a demonstrated ability to grow existing business, identify new opportunities, and implement strategies for expanding service offerings.
