Summary:

Responsible for leading and managing regional sales efforts to develop and secure incremental revenue and market share and achieve profitable volume growth consistent with annual operating plan and marketing initiatives.

Supervisory Responsibilities:

• Personally coach, train and mentor direct reports and provide career development opportunities though training, and quality management activities.

Duties and Responsibilities:

• Provide leadership and direction to Regional Business Development Managers to identify new business opportunities.
• Develop business strategies and process that are consistent with the Annual Operating Plan to maximize margins and increase revenue growth.
• Monitor and review sales activity through reporting and make strategy adjustments as needed.
• Capitalize on value creation opportunities by working closely with the sales and operations management team to develop creative workable solutions to meet customer needs.
• Facilitate cross-selling opportunities to increase revenue and leverage relationships in order to better penetrate the market.
• Work corroboratively with operational staff at multiple sites and locations to ensure customers' needs and expectations are met.
• Work with implementation teams on new projects to ensure customer expectations are met and execution of implementation is seamless.
• Manage sales commission data for Regional Business Develop Managers to ensure accuracy and consistency of the sales commission plan guidelines is met.
• Strategically partner with other departments, including Sales, IT, Finance and Operations to ensure continual and consistent service is provided
• Work on complex problems where analysis of situations or data requires in-depth policies in selecting methods, techniques, and evaluation criteria for obtaining results.
• Regularly interacts with senior management or executive levels on matters concerning several functional areas, divisions and/or customer.  Requires the ability to change the thinking of or gain acceptance of others in sensitive situations.
• Maintains overall responsibility for achieving budgetary goals for the region.

Required Skills and Abilities:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Exceptional interpersonal, analytical, problem-solving, and communication skills required.
• Comprehensive knowledge and understanding of domestics, and international cargo operations required.
• Must demonstrate working knowledge of accounting, logistics, pricing and informational technology.
• Ability to read, analyze and interpret common technical journals, financial/statistical reports and legal documents.
• Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community through written and/or verbal communication.
• Ability to effectively present information to customers, top management, and/or boards of directors.

Education and Experience:

• Bachelor’s degree from a four-year college/university; or 10 years related experience; or equivalent combination of education and experience.
• Must have 5-7 years sales management experience in international global logistics.

Physical Requirements:

• The employee frequently is required to stand and walk. The employee must occasionally lift and/or move up to 50 pounds, particularly luggage while traveling.
• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.