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Corporate Sales Manager, Mission Critical

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Date: 07-Feb-2023

Location: US

Company: Purolator

 Open up to the Possibilities!


Working at Purolator International, Inc. is more than a job.  It's an opportunity to be part of a winning team and to contribute to the success of our growing company.  Purolator International is a subsidiary of Purolator Inc., Canada's largest integrated freight and parcel solutions company with over 50 years of delivering reliable, efficient and cost-effective shipping to, from and within Canada for more than 210 countries and territories worldwide.  We are the leading provider of cross-border logistics between the United States and Canada.  This is an exciting and evolving industry and we’re leading the change as we strive to deliver the future. Purolator International is rapidly expanding throughout the United States and seeking talented individuals to join our team.  Are you open to the possibilities?

 

Successful applicants for this position must be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation. If you have questions, please feel free to ask during your interview.

 

Shift: Full Time, Monday – Friday, 8:30 am – 5:00 pm

 

Location: USA, West Coast preferred

 

Job Overview:

The Corporate Sales Manager, Mission Critical will be a subject matter expert and responsible for leading the sales development and implementation of Mission Critical solutions for North America customers.

 

The Corporate Sales Manager will be responsible for growing existing customers and leading new business sales development and implementation within dedicated markets in the U.S and Canada that require premium Mission Critical services for domestic, cross border, and International shipping destinations.  

 

The main focus for this position will be to develop and execute strategies and tactics to meet targeted revenue goals. High volume profitable accounts will be targeted where tailored solutions will be developed to improve that company’s supply chain in the North America & trans-border markets.

 

Requirements to be considered:

  • Bachelor’s Degree, majoring in Sales, Marketing or business related field or equivalent work experience
  • 2+ years successful transportation/Expedited Services sales experience
  • 5+ years’ experience in an outside sales environment, industrial or commercial sales experience is a plus
  • Proven record of expanding sales region and successful account management skills in Mission Critical Service offerings
  • Demonstrated negotiation skills and ability to build and maintain a trusting customer relationship
  • Demonstrated ability to sell solutions/unique concepts to all levels
  • Track record and ability to build strong customer relationships
  • Ability to travel including driving to various work and/or customer locations within the local markets, Corporate HQ in New York and Canada

 

Daily Functions:

Purolator Services

  • Subject matter expert in Purolator Mission Critical Services
  • Active engagement and participation in training (e.g. Product and Skills training)

 

Base (existing) customers

  • Ensure we have a sustainable long term strategic partnership
  • Develop deep understanding (subject matter expert) of customers business, services and products
  • Maintain executive level decision maker relationships
  • Develop and establish coach network with influencers
  • Conduct regular business reviews ensure Purolator is delivering value
  • Responsible for negotiating the business renewal (e.g. pricing, contract and services)
  • Positioning additional Purolator services to grow our business and enhance our value
  • Work through difficult commercial, service and/or other customer issues
  • Develop proficiency in Purolator sales process

 

New Customer Acquisition

  • Win business with new customer logos within defined territory and strategic verticals
  • Develop proficiency in Purolator sales process
  • Develop target customer list
  • Cold call and prospect target customer list

 

General

  • Develop market strategy and value proposition in support of key verticals
  • Collaborate with internal functions such as Commercial, District and Mission Critical Operations.
  • Achieve weekly sales metrics
  • Create and implement market analysis to identify new business opportunities and increase market share through lead referrals
  • Increase Purolator’s presence within the local market through industry organization participation and special event venues
  • Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, etc.)
  • Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Motus, Parcel Logic TMS etc.)
  • Travel to U.S. HQ in New York and Corporate HQ in Canada, as needed and potential direct client visits in assign geographic territory.
  • Keeps thorough records and makes reports on all phases of activities, to include CRM
  • Preparation and execution of QBR’s and other potential customer performance/measurement requirements
  • Carry out other duties as appropriate and as assigned by his/her Manager
  • Travel: On a approved per needed basis in support of territory objectives that could include overnight travel.

 

Education and/ or Work Experience Requirements

  • Bachelor’s Degree, majoring in Sales, Marketing or business related field or equivalent work experience
  • Freight forwarding, logistics and/or transportation industry sector preferred
  • 2+ years successful transportation/Expedited Services sales experience
  • 5+ years’ experience in an outside sales environment, industrial or commercial sales experience is a plus
  • International Logistics environment preferred. Customs brokerage knowledge is a plus
  • Proven record of expanding sales region and successful account management skills in Mission Critical Service offerings
  • Demonstrated negotiation skills and ability to build and maintain a trusting customer relationship
  • Excellent planning, organizational, analytical, leadership, and oral and written communication skills
  • Must be self-motivated, proactive, and have a high-energetic approach to problem solving

 

Knowledge, Skills, and Abilities Requirements

  • Passion for sales, and a drive to succeed
  • Ability to build strong customer relationships
  • Excellent verbal & written communication skills
  • Strong presentation skills
  • Strong sales skills and proven success in closing new business opportunities
  • Attention to detail and strong analytical ability
  • Enthusiastic, persistent, and confident approach
  • Strong problem solving and planning skills
  • Strong ability to persuade, motivate, and influence others
  • Experience utilizing a CRM system, salesforce.com preferred
  • Knowledge of sales process

 

 

To support state laws for California and Washington Residents, the base pay range for this role is $108,700 - $131,700. Pay within this range varies by work location and may also depend on various factors such as job-related knowledge, and relevant skills and experience.

 

POSTING DETAILS   
 

Posting Number:  61396 
Hours of Work:  37.5 hours per week  
Job Code: 853  
Location: Open to various locations  
Reports to: Director Mission Critical 
Working Conditions: Office Environment  

Purolator International, Inc. provides a competitive benefits package to employees and their families, including:

  • Competitive Base Salary
  • Quarterly Sales Incentive Bonus Plan
  • 2x Salary Bonus Eligibility
  • Sales Awards and Recognitions
  • Medical, Dental, Vision, Prescription Drugs (80%+ paid by Employer)
  • 401k with up to 6% Employer Company Match
  • Employer Funded Life Insurance
  • Disability/Income Protection
  • Tuition Assistance
  • Employer Funded Health Savings Account (H.S.A)
  • Paid Time Off (Total of 29 days)

 

Purolator International is an equal opportunity employer committed to diversity and inclusion. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other factors considered discriminatory. If you require an accommodation during the recruitment process, we will work with you to meet your needs.

 

Purolator International, Inc. is proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing and background verification checks.

 

Purolator International depends on our communities for public and business services that are critical to our success. We strive to always give back to the communities we belong to. A key component of the Purolator International’s culture is making valuable and charitable contributions as a company, regionally and as individuals. 

We recognize that our employees and their families are key stakeholders. We will only be successful as a business if we provide our employees with a safe and healthy workplace and if we have the right people in the right roles with the support they need to succeed. We hire for attitude and train for skills.  To learn more about us and our values, go to www.purolatorinternational.com.


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