Our client is a 3PL provider with cold and dry storage, transportation and value add services along with an innovative approach and a fantastic, “people-first” culture. They have Tier1 technology that allows them to strategically integrate with their customers. They’re seeking a Director of Sales to spearhead the development and implementation of a more strategic and global view from a sales and marketing perspective. The ideal candidate will have a proven track record of success in customer acquisition and retention, sales optimization, strategic account management, and team leadership and will bring a book of business comprised of contacts in the food, beverage, and/or pharmaceutical industries.
This is an in-person role in Harrisonburg, VA, with regular travel.
Responsibilities:
- Serve as a catalyst for change within the organization, working closely with the COO and other key leaders to align sales and marketing strategies with overarching business goals
- Develop and execute a comprehensive go-to-market strategy to drive organic growth and expand the company’s market presence, including target customers, pricing, mix of offerings, and sales approach
- Create annual and long-term sales plans, ensuring they stay up-to-date with market trends
- Use data and analytics to anticipate and understand trends in the market, competitor strategies, and customer issues
- Harness the company’s recent technological investments to enhance cold storage traceability and operational efficiencies
- Spearhead strategic account management efforts, nurturing relationships with key clients to ensure continued organic growth
- Set pipeline tools and tracking systems, generating key reports that enable the sales team to increase revenue targets and improve forecasting efforts
- Mentor and lead a high-performing sales team, fostering a culture of growth, collaboration, and respect
- Act as a leader to the customer experience team, providing guidance in the post-sales process from onboarding to retention efforts
- Learn the business and its customers inside and out, making an effort to understand how different customers may benefit from various offerings
- Market the business both internally and externally, effectively communicating via both traditional and digital media and promoting the company’s offering and values at industry and community meetings
- Standardize selling processes and guidelines for the department, assessing and responding to RFPs in an efficient manner and monitoring close rate
- Implement data and analytics tools and tracking systems to gain insights that will lead to effective forecasting and increased revenue targets
- Identify and explore new areas for revenue growth and process improvement
- Manage multiple projects simultaneously within a fast-paced environment, often working cross-functionally to meet deadlines, providing visibility into the workflow at all times
Qualifications:
- Bachelor’s degree, required; MBA or similar advanced degree a plus
- 8+ years of experience, proven background in sales and marketing within warehousing, cold storage, or 3PL sectors
- Track record of success in strategic account management with established contacts (book of business) in the food, beverage, and pharmaceutical industries preferred
- Executive presence with experience engaging with key executives and stakeholders, demonstrating strong client-facing skills
- Ability to understand and articulate complex supply chain dynamics, including trucking and logistics operations
- Entrepreneurial mindset with the ability to drive change and innovation within the organization, while also willing to learn and adapt as needed
- Strong analytical skills and proficiency in leveraging data analytics to support sales and revenue growth
- Excellent team leadership chops, with experience developing and mentoring a sales team via training, promotions, recognition, and performance management
- Natural people person with strong written and verbal communication abilities
- Desire to work in a people-first, family-like environment