Director of Sales

Valentine Recruiting • Moline, IL • 6d ago

Overview:The client is seeking a Director of Carrier Sales to oversee our carrier-side operations, focusing on growing and managing our team of capacity sales representatives. In this high-impact role, you will drive sales efforts to secure freight capacity by fostering relationships with carriers and ensuring exceptional service delivery. Reporting directly to the CEO, you’ll play a crucial part in expanding our carrier network and maintaining the commitment to reliable, cost-effective freight solutions.

Key Responsibilities

Leadership & Management:
- Lead and mentor a team of carrier sales representatives, with a focus on professional growth and effective sales strategies.
- Partner with the Director of Operations to align on company objectives, ensuring the smooth execution of both carrier and customer-side operations.
- Set and maintain performance standards, coaching team members on achieving outbound call targets (200-250 daily) and monthly load quotas.
Carrier Network Expansion:
- Actively engage and negotiate with carrier partners, including owner-operators and larger trucking fleets, to secure load commitments and build reliable capacity for freight needs.
- Strategize and execute sales tactics to ensure load availability, maintain strong carrier relationships, and optimize carrier utilization to meet customer demands.
Operational Collaboration:
- Work closely with account managers to facilitate efficient load assignments and ensure loads are appropriately matched with carriers.
- Collaborate with CSRs on the full load lifecycle, from bid to successful delivery, guaranteeing smooth carrier engagement and issue resolution.
Strategic Development:
- Assist the CEO in scaling the Carrier Sales department, introducing data-driven improvements to increase freight bookings while reducing carrier turnover.
- Spearhead carrier-side strategies for pricing and negotiations, positioning us as a leader in efficient freight management solutions.

Qualifications

Educational Requirements:
- Bachelor's degree required; Master’s degree preferred.
Experience Requirements:
- 4+ years in a carrier capacity leadership role, preferably in a high-volume sales environment. Proven experience managing a team of sales professionals in the logistics industry.
Skills & Attributes:
- Proven ability to lead, coach, and develop a team of sales professionals, ideally with experience managing green sales reps.
- Demonstrated success in a high-call volume sales setting, with strong negotiation and relationship-building skills.
- Strategic thinker with experience driving initiatives that align with long-term business goals.

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