Director of National Accounts

ICON Transportation Co., Inc. is an employee-owned, growth oriented company providing first-class, value-added transportation, logistics, and fulfillment services.

 

DESCRIPTION

Summary: Sells logistics/fulfillment/warehousing services to current and potential customers and provides them with additional information to assist the customer in determining their plans and resolutions. Closes profitable contractual business.

Responsibilities include, but not limited to:
* Participates in formulating and developing long range goals and objectives for customer accounts

* Performs sales related activities to further attain goals and objectives

* Compiles lists of prospective customers for use as sales leads, based on information from ad inquiries, trade shows, direct mail responses, business directories, Internet web sites, and other sources

* Makes out bound and lead follow up calls to potential and existing customers by telephone and email to qualify leads and sell services

* Meets with both customers and prospective customers

* Responds to RFP's, RFQ's, and RFI's

* Handles sales lead calls to convert calls into sales

* Builds and maintains customer relationships

* Executes sales plan in conjunction with the balance of the sales department

* Provides forecast data to supervisor for review of territory's progress toward stated goals and objectives

* Confers with chief business development executive to review achievements and discuss required changes in goals or objectives resulting from current status and conditions

* Meets with key clients; entertains clients when necessary

 REQUIREMENTS

* Knowledge of the logistics industry

* 5 - 10 years of logistics sales experience, preferred valued-added fulfillment services, TL and LTL transportation, 3rd party logistics management

* Previous formal sales training, preferably Sandler Sales System

* History of meeting or exceeding sales plans

* Existing customer relationships

* Ability to generate $5 million in combined logistics sales per year

* Bachelor's degree

* Computer proficiency; especially MS Word, Excel, Outlook

 

Competencies:

Analytical - Collects and researches data on clients and has the ability to identify opportunities for improvement in customer?s logistics expenditures or service. 

 

Problem Solving - Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.

 

Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

 

Interpersonal Skills - Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.

 

Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.

 

Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.

 

Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

 

Business Acumen - Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

 

Ethics - Treats people with respect; Keeps commitments; inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

 

Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.

 

Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.

 

Professionalism  - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on

 

Compensation:
We offer a competitive salary and benefits package including medical, dental, vision, Rx, life insurance, ESOP profit sharing, a 401k plan, paid time off, paid holidays, and tuition reimbursement.