Summary: The Director of Sales (DOS) has three primary responsibilities:

1) People Manager: Recruit, build, and manage the sales team,

2) Customer Manager: Strategically develop sales growth

3) Business Manager: Steer profitability via revenue growth and cost

control.

The DOS motivates, manages, and develops the company’s Regional Sales Managers throughout the country. The DOS will grow profitable revenue with existing customers and increase new accounts through aggressive business development activities. The DOS will interface and coordinate sales strategies, customer service, and problem resolution with other departments as appropriate.

Essential Duties and Responsibilities:

1. Oversee the Regional Sales Managers’ (RSM) interactions with customers and prospects to ensure the highest levels of customer service and satisfaction, manage weekly, monthly, and quarterly goals of individual representatives and provide a positive atmosphere conducive to meeting these goals.

2. Prioritize and delegate leads and prospecting opportunities between business development efforts and RSMs. These leads/prospects will be provided by a variety of sources such as Melton drivers, RSMs, trade publications, Business Development, etc. Ensure that all RSMs fully utilize Salesforce and utilize it’s sales process funnel to the fullest.

3. Direct market research efforts to identify lead sources and lists targeting consistent freight volumes in desired areas, commodities, markets, etc.

4. Provide ongoing feedback to Sr. VP of Sales & Mktg regarding RSM and customer activities, market / industry demand & capacity, pricing, etc. These updates will include contacts made, loads booked, new qualified prospects identified.

5. Recruit, hire, train, and develop direct report personnel. Make organizational and staffing recommendations, coordinate work schedules, PTO time, and address relevant performance issues. Conduct annual appraisals, development plans, and compensation recommendations.

6. Establish sales-related objectives by forecasting and developing goals for sales regions and company. Determine and measure quarterly bonus targets and key objectives for sales force. Direct and manage efforts to achieve defined objectives.

7. Design, conduct, and implement Salesforce, AS400, Power BI and Successful Selling Skills training throughout the sales organization.

8. Keep abreast of market, industry, and competitive developments. Identify new business opportunities and recommend to senior management.

9. Understand legal terms, conditions, and implications applicable in transportation contracts. Review, red line, and negotiate transportation agreements.

10. Through each RSM, develop a thorough understanding of key customer’s transportation needs by penetrating multiple levels of an organization. This includes knowing the daily points of contact in dispatch, operations, accounts payable, sales, and transportation management along with knowing the hours of operation, specific shipment handling requirements, service expectations, volumes, lanes, and payment abilities.

11. Work closely with Pricing, Inside Sales, and Operations to identify and evaluate opportunities to increase profitability, productivity, and driver satisfaction. Participate on cross-functional project teams.

12. Serve as primary corporate contact on designated accounts. Complete RFPs, contracts, rate agreements for designated accounts. Manage and coordinate services and pricing through RSMs.

13. Other duties as assigned.

Education and/or Experience: Bachelors degree. 10 years progressive experience in direct sales and sales management position.

Special Training: Must be skilled user of Excel, Outlook, Word, and Powerpoint. Additional knowledge of CRM and Power BI preferred.

Special Skills: Speak clearly and concisely to a large group of people. Superb grammatical and written skills. Listening skills are crucial, as well as the ability to deal with high-pressure situations. Excellent follow up, project management, and multi-tasking skills are a must.

Travel: Must possess valid U.S. Passport and be able to travel to/from Canada and Mexico. Must be able to travel 60% of the time.

This position is located in Tulsa, OK. Relocation will be considered for the right candidate.