Responsible for organizing and accomplishing assigned sales territory activities in an efficient and economical manner as well as within established budget guidelines consistent with service center and corporate sales objectives.
*Develops sales action plans resulting in maximizing sales territory revenue, LTL bill count, market share and profitability with assigned, coded Corporate Accounts (AA and A).
*Responsible for the development of local marketing plans to effectively maintain the quality and quantity of revenue necessary to achieve and sustain service center profitability as well as for future growth objectives.
*Provides customized business solutions, marketing acumen, LTL Logistical support technological innovation, superior presentation skills and personal initiative, thereby maintaining exceptional internal and external customer relations, consistent with Company policy and directives.
*Analyzes revenue statistics, identifies sales opportunities and works closely with the Service Center Managers, Sales Representative and Region Managers in developing client solutions.
*Keeps fully informed regarding competitive developments and situations with assigned geographic service area.
*Evaluates the potential of assigned accounts on an ongoing basis.
*Ensures that assigned Sales Representatives maintain a customer profile chart for each assigned account; local record retention of at least 160 active, coded accounts in his/her territory.
*Is fully proficient in the understanding and conformance of the TEAM system sales management and development objectives.
*Responsible to accumulate, review and evaluate daily, weekly and monthly sales territory revenue reports in order to emphasize and enhance the company's program for complete customer service (i.e. claims, collections, OS&D, expedited service, customer profiles, target accounts, service commitments and prospecting).
*Supports the service center account receivable collection efforts as well as corporate credit policy and customer profile record requirements.
*Manages assigned sales territory by utilizing the hours of 8:30 a.m. to 4:30 p.m. as the prime time for face-to-face customer contacts. Understands that the hours before 8:30 a.m. and after 4:30 p.m. are to be used for telephone contacts, setting appointments, completion of reports, updating operations, developing customer programs and proposals, as well as other administrative functions as required.
*Develops additional sales activity by riding with P&D Driver at least once each quarter. Thereby providing local sales development and driver education, improvement in team spirit/morale, visual inspection of customer's products, making customer contacts that could not otherwise be made as well as to identify potential customer needs to be utilized on future, in-person calls.
*Coordinates with Service Center Operations, in a problem-resolution environment those circumstances effecting sales growth and profitability to include: improved route density, shipments per stop, changes in customer's needs/requirements and auditing the internal handling of customer transactions at the service center level.
*Completes Weekly Sales Activity Recap and Period Sales Territory Evaluation records to provide and orderly summation of the sales territory accomplishments and results.
*Receives constructive criticism and praise in a business-like fashion and maintains professional, positive attitude.
*Responsible for adequate safeguard and security of all assigned company assets and proprietary data (i.e. sales lists, pricing/tariff sheets, policy manuals, customer account records, company automobile, etc.). Ensure complete and orderly transition of required assets/inventory resources, as necessary.
*Facilitates, in conjunction with Service Center Managers, that regularly scheduled service center meetings are conducted in order that all supervisory, staff and production/service personnel might be properly informed relative to service center group performance, company trends as well as sales/marketing plans.
*Supports Company, as well as service center sponsored TQM Continuous Improvement Process; persistent in our corporate commitment to quality and excellence.
*Timely and effectively handles special assignments as directed.
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