Capacity Sales Director

Job Family:
Sales professionals are responsible for identifying and developing potential or existing customers, communicating effectively, and persuading them to buy products or services. They create a positive selling environment and build strong customer relationships. Salespeople may use various strategies to close sales, such as highlighting features and benefits, demonstrating products, and offering promotions or discounts. Effective sales professionals need strong communication, interpersonal, and negotiation skills, along with a solid understanding of the products they sell. They must also handle rejection well and manage their time efficiently to meet sales targets.

Job Summary:
As a Capacity Sales Director, you will drive CRST's growth and profitability by identifying new business opportunities and achieving sales targets in your region. Using consultative selling techniques, you'll educate customers about their industry and offer unique perspectives that align with CRST solutions. You will be responsible for developing new business, expanding revenue, and growing the regional portfolio, with a focus on new customers. Based in the region, you will gain in-depth knowledge of the network and operational capabilities while collaborating closely with the Senior Vice President - Capacity Sales and other leaders. Your role will include identifying prospects, generating leads, cultivating relationships, coordinating pricing, negotiating contracts, and closing deals.

Essential Duties and Responsibilities:

• Within a designated geographic region, prospect new truckload, flatbed, and 3PL opportunities leveraging CRST's transportation solutions
• Win new business opportunities that drive profitable revenue
• Understand customers' supply chains and identify areas of opportunity for CRST
• Develop and articulate a clear customer value proposition
• Serve as the initial and primary point of contact for prospective customers
• Develop targeted lists, call strategies, and messaging to drive new business opportunities
• Negotiate rates and contracts in CRST's best interest
• Manage customer needs while balancing them with company priorities
• Foster strong relationships and communicate effectively with customers to enhance tactical conversations and pave the way for feedback
• Achieve or exceed sales goals and implement strategies to maximize sales volume and profitability
• Manage prospects, opportunities, sales activity, and account information in Salesforce.com
• New Business Development: Identify and prospect potential customers through cold calling, networking events, referrals, and research. Develop and implement sales strategies to expand the customer base in assigned regions
• Sales Cycle Management: Manage the entire sales cycle from lead generation to closing. Conduct needs assessments, prepare and present sales proposals, negotiate terms, and secure contracts
• Relationship Management: Build and maintain strong relationships with prospective clients, including transportation managers, logistics coordinators, and supply chain professionals. Act as a trusted advisor and position CRST as the preferred solution provider
• Market Analysis and Competitor Research: Stay informed about market trends and competitors' activities. Conduct regular market analysis to identify growth opportunities and adjust sales strategies. Report on market conditions, customer feedback, and competitor pricing to make informed recommendations
• Networking: Identify customer stakeholders and build connections to drive consensus for deals. Work with internal stakeholders to maximize deal success
• Perform other duties as assigned
• Regular and reliable attendance

Requirements:

• High school diploma or GED

Preferred Qualifications:

• Ownership: Take initiative, work independently, and maintain a relentless drive to achieve results with minimal supervision

Work locations will be determined during the hiring process based on business needs and the position's essential functions.

The CRST Core Values: Safety at the Core of All We Do - Integrity in Every Decision and Action - Commitment to the Success of Employees, Customers, Agents, Contractors, and Communities.

EEO Statement: All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Equal Opportunity Employer

This employer is required to notify all applicants of their rights pursuant to federal employment laws.
For further information, please review the Know Your Rights notice from the Department of Labor.