Enterprise Sales Manager

About the role

This position requires a high-energy, results-driven Enterprise Sales Manager (ESM) to lead revenue growth at key customers by acquiring and expanding customer relationships across all lines of business. The ESM will work closely with the operations leadership team and regional sales teams to build an account plan for each customer focused on developing new sales opportunities and growth with existing customers.

Responsibilities

• Daily Activities:
  • Prospecting: Identify potential customers and leads via phone calls, email, social media
  • Follow Up: Create, develop, and manage relationships between DCI and local customers
  • Salesforce: Log all customer interactions and sales activities
  • Administrative: Prepare quotes / proposals, respond to customer inquiries, schedule upcoming meetings. Execute customer volume growth agreements. Coordinate the internal account support team to best serve the customer, give direction and facilitate meetings as needed.
• Weekly Activities:
  • Customer Meetings: Either in person (preferred) or site visits to discuss potential new business and identify customer requirements
  • Champion Customer Experience: Ensure customer needs are met, issues resolved, and expectations exceeded
  • Pipeline Management: Review and prioritize opportunities based on customer status and deal stage
  • Pipeline Review Meeting (w/ Manager): Review top opportunities, deal parameters, and next step to close an opportunity
  • Pipeline Review Meeting (+ Ops): Review top opportunities by region, deal parameters, and any assistance needed from Operations
  • Opportunity Review (w/ Account Owners): Coordinate local / national sales efforts to ensure and cohesive approach and avoid conflicting messaging
• Monthly Activities:
  • Sales Reporting: Review prior month performance and activity level against key KPIs
  • Marketing: Consistently and on-going collect customer and market data and add to the account plans/marketing strategy to inform our market position. Review upcoming marketing plans regarding specific campaigns related to a DCI capability, DCI operating market, or industry segment.
  • Marketing Feedback: Review effectiveness of current or prior marketing campaigns and measure success of lead conversion
  • Territory Sales Planning: Review territory coverage, gaps and support needed from operations or account teams assigned to top customers
  • Customer Reporting: Develop regular operational performance reporting to customers in the region including metrics and trends
  • Service Implementation: Coordinate implementation of service changes, volume expansions, or new site launches
• Quarterly Activities:
  • Quarterly Service Reviews: Conduct Quarterly Service Reviews (QBR) with each assigned account (minimum of two per year / two in person)
  • Performance Monitoring: Review sales performance in the region and against quota, identify trends and improvement areas
  • Forecasting: Provide an updated forecast based on customer activity and industry feedback
  • Market Analysis: Continuously analyze market trends, customer feedback, and competitor activity to inform go-to-market strategy
  • Networking Online: Review any changes in leadership at customers and competitors, review online profile as needed (e.g. LinkedIn)
  • Networking Events: Participate in industry events including detailed advanced planning related to marketing message, customer meetings, and social events
  • Internal Networking: Participate in internal meetings and planning sessions to develop relationships and supplement market plans
• Annual Activities:
  • Contract Management: Manage contract renewals including price increase negotiations and service SLA requirements
  • Annual Review: Performance evaluation on prior year including goal setting and quotas for the upcoming year
  • Annual Meeting: Participate in the annual company meeting to review territory performance including short falls and future opportunities

Qualifications

• Bachelors Degree or at least 3 years of relevant industry or sales experience for a large, distributed service-focused sales organization
• A producer with a verifiable track record of identifying, creating, and closing deals, and ultimately building a business.
• Expertise in building and managing a pipeline from lead generation through deal closure
• (Preferred) Industry experience in transportation, logistics, chemical services, bulk containers, environmental services, or industrial maintenance
• (Preferred) Experience in distributed service-based organizations with field sales teams

Skills

• Sales Oriented Mindset: Entrepreneurial self-starter motivated by growing their business from the viewpoint as an owner
• Strong Interpersonal Skills: Exceptional communication, negotiation, and relationship-building skills
• Team Orientation: Ability to work effectively with all functional areas and peers
• Technical Skills: High proficiency with CRM (Salesforce preferred) and MS Office Suite
• Influence: Ability to lead collaborative efforts with a cross functional internal team to delight our customers

Benefits

• Medical, Dental, and Vision Insurance - partially employer paid
• 401k with generous employer match
• PTO
• 10 Paid Holidays
• Tuition Reimbursement
• Parental Leave