*job summary*:
responsible for developing and maintaining a customer base in the assigned sales area by presenting and promoting the company's services. Provide cost effective solutions in order to foster the relationship and profitability of the account.
*essential functions*:
- develop and maintain a customer base in the assigned territory, travel required.
- utilize the crm to capture the voice of the customer and manage customer workflow by documenting, but not limited to leads, opportunities, activities, appointments in order to maintain a 360-degree view of the customer.
- provide rates as request by existing and potential customer.
- analyze account and territory performance and determine course of action if necessary
- grow otr business, but not limited to other areas of our business such as ltl in mexico, intermodal, dedicated, regional, and cartage.
- monitor the productivity and efficiency of equipment in the assigned territory and make recommendations for improvement.
- collaborate with operations personnel and other sales managers to resolve customers concerns.
- maintain a balanced network within your territory.
- prepare territory reports.
- assist with accounts receivables.
*the following requirements are also essential and expected of all employees*:
- consistently maintains a professional demeanor and communicates in a respectful and collaborative manner with coworkers, managers and others in the workplace.
- follows direction, is engaged and productive, and is flexible and adaptable to changing conditions and expectations.
- has ability to work independently and to collaborate with and support other members of the department and across the enterprise.
- maintains regular and reliable attendance.
- demonstrates the company's core values and complies with company policies and procedures.
- may be required to perform duties outside of the above responsibilities from time-to-time, as needed.
*scope and accountability*:
applies broad knowledge to act as a key contributor on complex or critical assignments; contributes to the standards around which others will operate and acts as an advisor/coach to mentor other team members; develops solutions and execution strategies in complicated or novel situations; affects the business by influencing decisions through advice, counsel or facilitating services to others in area of specialization.
*knowledge and experience*:
- minimum of one (1) year related sales experience preferred.
- ability to work effectively with personnel in customer or vendor organizations in accomplishing desired objectives/results for the company.
- demonstrates proficiency in the use of personal computers, including microsoft office.
- proven skill in negotiating with customers in completing transactions and producing win-win (mutually beneficial) results.
- proven skill in oral and written communications, with the ability to prepare and deliver concise, understandable report and presentations.
- successful completion of the con-way sales manager training course.
*skills and competencies*:
- functional/technical skills - has the functional and technical knowledge and skills to do the job at a high level of accomplishment.
- making complex decisions - can solve even the toughest and most complex of problems; great at gleaning meaning from whatever data is available; is a quick study of the new and different; adds personal wisdom and experience to come to the best conclusion and solution, given the situation; uses multiple problem -solving tools and techniques.
- dealing with ambiguity - can effectively cope with change; can shift gears comfortably; can decide and act without having the total picture; isn't upset when things are up in the air; doesn't have to finish things before moving on; can comfortably handle risk and uncertainty.
- perspective - looks toward the broadest possible view of an issue/challenge; has broad-ranging personal and business interests and pursuits; can easily pose future scenarios; can think globally; can discuss multiple aspects and impacts of issues and project them into the future.
- keeping on point - can quickly separate the mission-critical from the nice to dos and the trivials; quickly senses what's the next most useful thing to work on; focuses on the critical few tasks that really add value and puts aside or delays the rest.
- getting organized - is well organized, resourceful and planful; effective and efficient at marshalling multiple resources to get things done; lays out tasks in sufficient detail to mark the trail; is able to get things done with less and in less time; can work on multiple tasks at once without losing track; foresees and plans around obstacles.
- informing - provides the information people need to know to do their jobs and to feel good about being a member of the team, unit, and/or the organization; provides individuals information so that they can make accurate decisions; is timely with information.
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