Head of Sales

Responsibilities

Performs On the Job Supervision/Coaching with Sales Team

• Performs pre-call and post call sessions with sales team to review objectives, expectations and discuss observations for sales calls.
• Participates in customers meetings to present and review proposals with clients and sell the value of solutions.
• Develops joint action plans with sales team to improve their performance in key areas.
• Trains the sales team on pull-through techniques for various freight forwarding products and services to ensure sales team are able to successfully penetrate and execute contracts.
• Conducts customer calls for higher revenue accounts to lead by example and share sales expertise with the sales team.
• Reviews plan versus actual performance with sales team to support sales team performance and create action plans to improve results.

Provides Internal/External Customer Support

• Facilitates training of the sales team on new products, sales campaigns, and strategic products or rates to share information on sales solutions and best practices.
• Participates in setting the departmental budget to ensure the guidelines are realistic and achievable.
• Shares customer problems with Branch Managers and operations teams to provide awareness on recurring customer issues.
• Follows-up with customers to ensure successful problem resolution.

Develops Sales Strategy and Measures Effectiveness

• Develops and communicates sales strategy initiatives to drive revenue growth internationally.
• Monitors sales reports (e.g., Weekly Vol. & Rev. [WVAR], Cust. Vol. Behavior Analysis [CVBAT], Enterprise Sales Funnel, etc.) to determine trends in gains & losses in vol. & to translate findings into usable formats that demonstrate sales performance.
• Develops performance quality measures to evaluate sales team and individual performance levels.
• Drives the business plan to support targeted sales opportunities, account penetration, and sales growth strategies.
• Uncovers and resolves competitive gaps in the international market by monitoring the customer base from year to year to seek out new opportunities and implement competitive initiatives.

Manages Sales Team Development

• Works with sales team on effective methods for maximizing account penetration to increase UPS profitability.
• Periodically reviews performance plan with sales team members to ensure growth goals are on plan.
• Facilitates conference calls with the sales team for information sharing on customer accounts to recognize sales wins, losses, and best practices.
• Holds sales team accountable for business results and leadership behavior to develop an effective sales organization that represents UPS products and services successfully to the customer.

Supports Customer Relationship Building

• Maintains relationships with senior leadership in customer organizations to network and uncover opportunities to increase revenue.
• Participates in meetings with customer stakeholders to develop relationships with C-level decision makers.
• Provides sales team assistance as needed to support the development of client relationships and enhance opportunities for new business.
• Follows-up with customers to assess satisfaction level with services and products.

Supervise and Develop Others

• Determine employees’ training needs to produce continuous development plans.
• Conduct performance evaluations in a consistent, fair, and objective manner to encourage continuous performance improvement.
• Resolve individual and group performance issues in accordance with UPS’s policies and procedures in a timely manner to motivate and foster teamwork.
• Coaches others and provides on-going feedback and support to improve performance.

Requirements

• Possess a Degree in any disciplines
• Minimum 10 years of sales experience, preferably in logistics industries
• Proven track record with 5 years of successful people management experience
• Experience in B2B sales with the ability to build and execute comprehensive dynamic sales strategies, plan and campaigns.
• Demonstrate competency in driving results, collaborating and influencing others, development of diverse talent, meeting and exceeding customer expectations and proven communication skills
• Excellent communicator, creative problem solver and have an analytical approach to developing sales strategy
• Solid customer service attitude with excellent negotiation skills
• Team player with excellent interpersonal skills to interact with all levels of stakeholders
• Self-starter and able to work with minimum supervision