Director of National Sales

Company Overview:

NRS, our parent company for National Retail Transportation (NRT) and Keystone Freight Corp (KFC) is our leading provider of transportation & logistics services, and a family-owned and operated company that has been providing smart logistics solutions for the world’s leading retailers and manufacturers for 60 years. Our innovative energy drives us towards new and valuable solutions for our clients, even as we continuously grow and strengthen our network. We are dedicated to creating a culture that empowers the individual and offers our associates the opportunity to apply their unique skill to the challenges facing our clients. In the office, the warehouse, or on the road, it is this commitment to our innovative spirit that unites us in common mission to push boundaries in the logistics industry.

Job Overview:

The Director of National Sales will lead and participate in sales opportunities for all assigned customers, verticals, and products driving business growth initiatives for all solutions spanning new and existing facilities and terminals within North America. Responsibilities include the identification, value proposition and sales of all solutions, offering an integrated approach in synergy with cross functional leaders and stakeholders.

Key Responsibilities:

• Build in-depth understanding of NRS’ products / service offerings. Execute the organization’s sales strategy & associated business plan. Proactively sell NRS’ compelling, sustainable, mutually- beneficial integrated service offerings consistent with NRS strategies
• Direct and control preparations to determine pursuit approach, client proposals, solution structure and sales tactics to achieve NRS sales goals
• Identify specific accounts and opportunities as targets. Provides sales plan to convert new business growth
• Critically evaluate business propositions and recommend short- and long-term strategies/in addition, highlight deficiencies or impediments to business development
• Plan, organize and build the sales pipeline and support team competencies necessary to sell, develop, and deliver full solution offerings
• Negotiate with customer and stakeholders to ensure completion of a final contract
• Seek out, target and initiate contact with major prospective customers within assigned markets. Develop network of contacts, qualify, and assess targeted accounts with inputs from NRS operations teams
• Monitor outstanding proposals and adherence to agreed contractual credit terms
• Build influential partnering relationships; establish multi-level contact points with key accounts
• Collaborate and build good working partnership with operations, finance and executive teams. Fully understand customer’s goals, objectives, and business needs. Target information and solutions based on customer’s requirements; recommend solutions that serve the customer’s business objective and ensure differentiation of NRS from competitors.
• Deliver budgets revenue target and help achieve high utilization of NRS assets

Required Qualification, Experience & Skills:

• BA / BS in business or other related field
• Master’s degree preferred and or higher degree of education
• 10 years plus of industry experience
• Strong understanding of logistics and in particular, domestic transportation and warehousing and distribution
• An energetic, forward-thinking, and creative individual with high ethical standards
• A strategic visionary with strong technical skills along with analytical ability, good judgment
• Excellent consultative skills: ability to identify needs and translate into solutions
• Excellent communication skills: can relate to people at all levels of an organization and possesses
• Proven record of customer management and ability to develop relationships
• Ability to be resourceful, creative and maintain flexibility, manage resources effectively and efficiently
• Ability to train, coach, evaluate and mentor
• Excellent conflict resolution, negotiation and problem-solving skills, strong cultural awareness
• A well organized and self-directed individual who is "politically savvy" and a team player
• Result oriented – Drives for results and success, conveys a sense of urgency and drives issues to closure, persists despite obstacles and opposition
• Proven ability to deliver even under pressure
•  Travel is expected for 25% of time

Size of Business Handled:

• All verticals (Key Account, Retail/Lifestyle, Automotive, FMCG, Chemical, Reefer)

Primary Internal Stakeholders:

• Sales and Marketing
• Pricing/Finance
• Operations
• Executive Team

Primary External Stakeholders:

• Customers
• Prospects
• Vendors

Key Measures:

• Win percentage
• Pipeline growth/management
• Revenue generation
• New logo attainment
• Vertical diversification

General Statement:

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.

EEO Statement: 

NRS is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.