Director of Sales

PURPOSE

The Director of Sales is responsible for the growth of account sales for his/her territory, with a specific focus on freight forwarding services. This is an individual contributor role that requires proven experience in the freight forwarding industry and a deep understanding of logistics solutions. The Director will be responsible for achieving or exceeding sales quotas and goals that will be outlined by management.

Primary Duties & Responsibilities

• Identifies new business opportunities through contact with prospective clients in the assigned market and for cross-selling new services to existing clients.
• Identifies market trends and competitive rate actions and communicates those trends to the product and management teams.
• Exercises proactive solution development by creating and maintaining a client lifecycle program for his/her top clients. Build a solid understanding of target customers/assigned account base (contact, commodities/ trade lanes, type of business, contract information/exceptions, and service requirements).
• Aids and facilitates the preparation of RFQ’s and bids.
• Identifies the competitive service strengths and weaknesses of the company and makes recommendations for continuous improvement initiatives.
• Provides weekly and monthly performance metrics to the sales administrator.
• Understands pricing and cost components associated with proposed solutions.
• Performs other duties including sales presentations, developing deliverables, coordinating implementation, creating and adding to existing marketing materials where appropriate.
• Enters new customer data and other sales data for clients into Toll CRM and maintains this information per company policy.
• Mets specific volume and revenue requirements for each product in the Toll portfolio as designated by the SVP.
• Ensures effective and timely response to all sales leads/key correspondence within identified timelines.
• Manages expenses and other company assets in accordance with corporate guidelines.
• Performs other duties as assigned by management.

PHYSICAL DEMANDS

• Generally sedentary in nature; involves sitting most of the time but may involve walking or standing for brief periods of time.
• Must be able to travel.
• Ability to occasionally lift up to 10 lbs. required.
• Ability to talk and hear required.
• Ability to perform repetitive motions required.
• Ability to occasionally move inside the office.
• Must be able to remain in a stationary position for up to 8 hours at a time.
• Ability to move or position self in order to reach, lift, climb, balance, stoop and crouch required.
• Ability to read PC screens; detect color coding, read fine print, and/or normal type size print required.

Job Requirements

• Essential Minimum Qualifications:
• Bachelor’s Degree in Business or related field
• Minimum of five (5) years’ experience in Freight Forwarding
• Minimum of five (5) years’ experience in Sales/Business Development
• Valid driver’s license required
• Preferred Qualifications:
• Bachelor’s Degree in Business or related field
• Skills Essential To The Job:
• Technical Windows Operating System
• MS Office Applications (Outlook, Word, Excel and Access)
• Working knowledge of Air & Ocean Freight operations, including the following:
• Basic IATA Knowledge
• FAA & TSA Regulations
• Export Regulations / AES
• Knowledge of FMC Compliance Requirements
• Understanding of US Customs / Import Requirements
• Value based solution selling incorporating Ocean/Air freight / Customs Brokerage / Warehousing & Distribution services highly preferred
• Proven track record of consistently exceeding objectives and quotas
• Knowledge of transportation and logistics industry required
• Business Demonstrated critical thinking, using logic and reasoning to identify strengths, weaknesses, opportunities and risks, and identifying alternative solutions or approaches
• Proven ability to handle confidential information with discretion
• Proven ability to multi-task and work independently
• Time management skills

Human Relations

• Self-motivated, with an ability to self-manage
• Strong interpersonal/communication skills
• Excellent written and verbal communication skills

Essential Personal Attributes

• Energetic, with a positive attitude
• Self-confident and willing to take responsibility
• Strong communication skills

Pay Transparency

In compliance with applicable state and local laws, the salary range for this position varies based on the work location. Please review the ranges below:

• Group A: 100k – 140k
• California, New York, Washington, Illinois, Massachusetts, Colorado, New Jersey, Connecticut, Hawaii, Washington, D.C., Oregon, Maryland (DC metro area)
• Group B: $100k – 120k
• Arizona, Nevada, Texas, Florida, Pennsylvania, Georgia, Minnesota, North Carolina, Virginia, Utah, Wisconsin, Michigan, Ohio, Indiana, Missouri, Iowa, Kentucky, Oklahoma, Arkansas, Alabama, Mississippi, Tennessee, South Carolina, North Dakota, South Dakota, Nebraska, Kansas, Louisiana, West Virginia, New Mexico, Idaho, Montana, Wyoming

Remote Work Considerations

If the position allows remote work, the salary range applicable to the employee's home location will apply.

Internal Transfers/Promotions

For current employees seeking internal transfers or promotions, the salary range for the new position will be provided in accordance with applicable laws.

Benefits and Other Compensation

A general description of benefits and other compensation offered for the role is available upon request.

Toll offers all full-time employees paid vacation, sick time, floating holiday time, health benefits, life insurance & personal accident insurance, and 401k with company match.