Director of Strategic Sales (Freight Management)

Company: Penske
Location: Reading
Posted on: November 18, 2023

Job Description:

POSITION SUMMARY: This role will be responsible for selling solutions within the Freight Management (FM) Product Line _._ The focus will be on new business which includes new logo acquisition as well as new FM contracts from existing Penske Transportation Solutions (PTS) customers, typically with a scope of work greater than $30M FUM. Candidate will successfully execute the sales process from the initiation of business opportunities through contracting and will be required to maintain a pipeline that can support delivery of an annual quota which will be set by the VP of Sales. In addition to individually prospecting assigned targets and selling as an individual contributor, this role will work closely with Strategic Account Executives (SAEs) on designated prospects and customers to promote, identify and sell FM solutions. Compensation will be a combination of salary and commission. Commission will be based on the sale of FM related solutions. JOB RESPONSIBILITIES: - Proactively identify, pursue and maintain a constant pipeline of prospects that will meet or exceed assigned quota. - Leverage and lead pursuit resources to close and contract new FM business by creating a deal strategy, gaining access to decision makers, focusing on value creation for the prospect and differentiation from our competitors. - Build strong relationships internal within the Penske Logistics (PL) organization, PTS sales and key FM stakeholders. - Be an expert in the Managed Transportation industry by staying current with relevant trends, developments, competitors and innovative solutions. - Be an expert in Penske's FM business including what we do for current customers, our value, our capabilities, our innovations and strategy. - Maintain accurate and timely updates in Salesforce. QUALIFICATIONS: - Bachelor's degree required. Preferred majors include Supply Chain Management, Logistics, Transportation Management. - 10+ years experience in sales or a similar lead role of prospecting, pursuing, presenting, and successfully closing complex Transportation Management or Lead Logistics Provider (LLP) solutions to C level executives of large corporations. - 10+ years experience leading cross functional solutions teams in development of custom transportation solutions that demonstrate the creation of value to customers and prospects. - Strong knowledge of supply chain and the flow of materials, an understanding of TMS operations and IT functionality. - Training in strategic selling or similarly structured sales methodology - Excellent presentation, verbal and written skills. - Customer focused, highly collaborative with the ability to connect and build strong relationships internally and externally at all levels. - Strong organizational skills, time management, and the ability to prioritize multiple projects / work streams. - Self motivated, competitive and a strong desire to win. - Skill in the operation of variety of computer software programs, including Microsoft Word, Excel, PowerPoint, Outlook, and Sales CRM. - Regular, predictable, full attendance is an essential function of the job. - Willingness to travel as necessary, work the required schedule, work at the specific location required, complete Penske employment application, submit to a background investigation (to include past employment, education, and criminal history) and drug screening are required. PHYSICAL REQUIRMENTS: - The physical and mental demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. - The associate will be required to: read; communicate verbally and/or in written form; remember and analyze certain information; and remember and understand certain instructions or guidelines. - While performing the duties of this job, the associate may be required to stand, walk, and sit. The associate is frequently required to use hands to touch, handle, and feel, and to reach with hands and arms. The associate must be able to occasionally lift and/or move up to 25lbs/12kg. - Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus. Penske is an Equal Opportunity Employer. Job Category: Sales/Business Development/Sales Management Job Family: Sales Address: 100 Kachel Boulevard Primary Location: US-PA-Reading Employer: Penske Logistics LLC Req ID: 2326610

Keywords: Penske, Reading , Director of Strategic Sales (Freight Management), Professions , Reading, Pennsylvania