What are the responsibilities and job description for the Director, Ocean Carrier Sales position at TRAC?
Remote role - East Coast or Southern region preferred
JOB SUMMARY: This position plays an essential role in delivering long-term, sustainable, profitable growth for TRAC. The primary responsibility for this role is to continue to maintain and grow revenue through strong relationships with Ocean Carriers, in addition to working closely with other members of the TRAC commercial team who handle the BCO/NVOCC, and Motor Carrier verticals to increase revenue.
Will be responsible for servicing, supporting and preserving the current customer relationships with Ocean Carriers both in the US and globally, as well as US Terminals. This role will be responsible for identifying and pursuing new business opportunities to increase revenue, market share and overall profitability. In addition, this role will work cross-functionally with multiple divisions and teams across TRAC. This role will report directly to the Senior Vice President Commercial Sales.
ESSENTIAL JOB FUNCTIONS: The list of essential functions, as outlined herein, is intended to be representative of the tasks performed within this classification. It is not necessarily descriptive of any one position in the class. The omission of an essential function does not preclude management from assigning duties not listed herein if such duties are a logical assignment to the position.
- Driving profitable revenue growth with managed ocean carriers by understanding and articulating TRAC’s product capabilities to current and potential customers
- Create and execute strategic account plans for customers and oversee quarterly business reviews
- Identifies opportunities and plays a lead role to achieve business development initiatives
- Create and implement a data-driven sales strategy to achieve ambitious revenue goals
- Foster and maintain strong relationships with key enterprise customers
- Directly oversee the entire sales process on multi-year agreements from lead generation and qualification to proposal development, negotiation, and closing
- Capture market intelligence on competitor product and service offerings
OTHER JOB FUNCTIONS & RESPONSIBILITIES: The below statements are intended to describe the general nature and scope of work being performed by this position. This is not a complete listing of all responsibilities and/or duties required. Other duties may be assigned.
- Lead business development efforts to identify, evaluate, and execute multi-year contractual relationships with customers and maintain relationships with senior stakeholders
- Represent the company at industry events and conferences and
- Develop and maintain senior level relationships with ocean carriers key stakeholders to build the company’s brand and reputation
- Ensure a high level of customer satisfaction by collaborating with other customer-facing departments across TRAC (i.e. Billing, Collections, Account Management, Customer Service)
REQUIRED QUALIFICATIONS:
- Bachelor’s degree in marketing, business, or supply chain management
- 10-15 years of sales experience in the intermodal industry, transportation, logistics, or intermodal industries, with progressive responsibility and/or
- Combination of education and experience
DESIRED QUALIFICATIONS:
- Senior level relationships with the Ocean Carrier customer base and Terminals.
- Excellent presentation and communication skills
- Motivated by driving early-stage growth, building a new market, and the uncapped potential
- Advanced computer skills and an ability to learn proprietary in-house systems and customer relationship management systems; preferably Salesforce
- Ability to prioritize, meet deadlines and excel in a fast paced and dynamic work environment
- Proven ability to develop and implement effective strategies, with a data-driven approach to decision-making.
- Must work well in a team-oriented environment and be able to recommend and implement process improvements, while also able to work independently, prioritize workload and handle multiple tasks simultaneously
- Ability to travel up to 50%.
DIRECT REPORTS: No Direct Reports
