VP Enterprise Sales

Job Title: VP ENTERPRISE SALES

Employment Type: Full-Time

SUPERVISION

Position functions semi-autonomously and has no direct reports.

TRAVEL

Periodic travel up to 50% is required.

COMPANY DETAILS

The company is a leading provider of high-touch, door-to-door logistics and freight forwarding solutions headquartered in Richmond, VA and has been in this industry since 2003.

POSITION OVERVIEW

The VP, Enterprise Sales, is responsible for providing leadership and coordination of the company’s sales functions, developing and implementing sales strategy, and monitoring and analyzing sales activity against goals.

The position requires experience in strategic planning and execution, knowledge of contracting, negotiating, and change management, knowledge of structuring sales quota goals and revenue

expectations.

KEY RESPONSIBILITIES

To perform this job successfully, an individual must satisfactorily perform each essential duty.

Reasonable accommodation will be made to enable individuals with disabilities to perform the

essential duties.

• Develop and execute sales strategies, tactics, forecasts, and actions required to achieve
  

revenue/profit objectives and client satisfaction.

• Identify business opportunities and generate profitable sales in both new and existing accounts
  

to meet or exceed monthly, quarterly and annual business revenue goals and sales quotas.

• Contribute to the company’s growth by closing deals.
  

• Handle objections, negotiate terms, and guide prospects toward making a purchase, in order to
  

finalize deals effectively and efficiently.

• Identify and build strategic relationships with potential customers through calls, emails,
  

networking, and referrals to understand opportunities and maintain a pipeline of qualified leads.

• Work closely with marketing, customer support, and other departments to ensure a seamless
  

customer experience.

• Capitalize on value creation opportunities by working closely with the sales and operations
  

management team to act as a trusted advisor, understanding customer needs and providing

tailored solutions.

• Have in-depth knowledge of the company’s products and services offered in order to explain
  

features, benefits, and value propositions to potential customers and to cross sell in a global

team environment.

• Provide excellent post-sale support to ensure customer satisfaction, monitor and review
  

customer sales activity and make strategy adjustments as needed.

• Utilize the company’s CRM to track customer interactions, manage leads, and update sales pipelines and maintain the company expectations.
  

• Establish and nurture relationships with new and existing customers, by facilitating regular
  

meetings with clients and relevant operations staff to evaluate performance and receive

updates from clients on challenges.

• Prepare and present sales reports to managers to share feedback from customers to operational
  

staff at multiple sites and locations to help improve products or services and ensure customers’

needs and expectations are met.

• Stay informed about industry trends, competitors, and market conditions to assist in the
  

development and reporting of competitive market analysis and use insights to refine sales

strategies.

• Keep abreast of emerging technology changes and innovations through formal or informal
  

study, reading business and professional publications, networking, and participation in

professional organizations.

• Attend training sessions, workshops, and conferences regularly.
  

• Meet or exceed minimum sales levels set as expectations for this role as laid out in the company’s sales plan.
  

• Promote positive relations with partners, vendors, and distributors.
  

• Regular attendance is required.
  

• Comply with company C-TPAT and TSA security procedures.
  

• Perform other duties as assigned.
  

Requirements

SKILLS AND ABILITIES

• Intermediate proficiency in Microsoft Office, internet, web-based, and job specific software
  

applications.

• Experience in strategic planning and execution.
  

• Ability to motivate teams to produce quality materials within tight timeframes and
  

simultaneously manage several projects.

• Ability to establish and maintain effective working relationships with employees, other
  

agencies, and the public.

• Ability to develop and use collaborative relationships to accomplish work goals; develop
  

individual relationships by listening, sharing ideas, and appreciating others' efforts.

• Maintain stable performance under pressure or opposition; handling stress in a manner that
  

is acceptable to others and the organization.

• Use appropriate methods and a flexible interpersonal style to help build a cohesive team
  

and facilitate the completion of team goals.

• Ability to read and interpret comprehensive and intricate business and research documents.
  

• Ability to write scientific reports and technical correspondence.
  

• Ability to work with executives and communicate abstract concepts.
  

• Ability to present to a high level of the organization and groups outside of the organization.
  

• Ability to solve problems with complex variables through non-standardized solutions that
  

require independent judgment and analysis.

• Ability to draw inferences and use deductive reasoning with no prescribed procedures to
  

solve complex problems.

• Ability to stay motivated and bounce back from rejection or setbacks.
  

• Must be eligible to work in the United States.
  

• Must pass a pre-employment drug screen, random drug and/or alcohol tests, and
  

will be subject to a criminal history background check.

• At this time, the company will not sponsor a new applicant for employment authorization for this
  

position.

• The company offers an opportunity to grow and develop your career in an environment that provides a fulfilling workplace for employees, creates an environment for continuous learning, and
  

embraces the ideas and diversity of others. All qualified applicants will receive consideration

for employment without regard to sex, pregnancy, race, ethnicity, color, creed, religion,

national origin, age, disability status, protected veteran status, marital status, sexual

orientation, gender identity or expression, or any other legally protected status.

EDUCATION/EXPERIENCE

Minimum of a Bachelor's degree (or equivalent) in Business, Operations, or related field of study and

10-15 years of experience. Fifteen years or more of sales and development business experience. 10-

15 years of experience in the transportation or logistics industry preferred. However, a combination

of experience and/or education will be taken into consideration.