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Establish new business and manage customer relations.
What You'll Do
Develop annual sales goals, performance standards, reporting functions, and appropriate measurements for all accounts.
Monitoring the each assigned site's EBITDA & ensure it is maximized by proactively managing the commercial performance of each customer; making sure any deals are accretive to the site, and are at the correct market rate.
Work with District Operation Directors to establish district level budget, and work collaboratively to achieve financial goals
Develop district funnel management process; ability to initiate and execute proactive lead management to support targeted sales process
Develop an understanding of regional competitive landscape and pricing. Provide critical support for M&A activities including market intelligence, target companies, customer and competitive insight.
Partner with Director of Business Development to develop and execute specific regional marketing plans to ensure revenue growth in all products and facilities.
Responsible for Warehouse & Transportation TBD; Ensure Value added services and Accessorial programs are identified and ensure billing capture; target customer acquisition for high TBD & critical sites
Relationship Management-Making sure we are in in sync with customers; cross sell other products including transportation, blast, date coding; Reduce churn through high customer retention; lead Issue escalation & resolution as well as billing challenges. Compile and execute timely Customer Business reviews
VOC / VOI-Be voice of the customer internally by providing customer and industry feedback to internal stakeholders
Owning a site's capacity to ensure there's the correct capacity layout to maximize EBITDA. This includes the analysis of customers and seeing that their individual service needs are being met with the correct storage media.
o Opportunity qualification by assigned sites
o Customer sequencing and transition - Sequencing in customers for new and exiting business to support site budgets
o Customer mix management- Making sure customer has the right profile for site
o Densification: Making the final call on opportunity vetting from a commercial perspective, leading both regional and key account/major owners to the proper sequencing of business in according commercial constraints and financial targets.
Contract Management: Ensure management of contract maintenance items and contract negotiations. Establish contract gap baseline, documented contract gap closure plan by site, ensuring each contract includes a dually signed document, ensure contract is in our database, each contract has a profile, and lines up with our invoice.
Responsible for the identification of continuous improvement project through active Kaizen id and execution.
Market and sell Americold's various transportation services, inclusive of MVC and Regional/National Freight Consolidation programs.
Deliver and manage the annual GRI (General Rate Increase) process for assigned facilities
Find, develop and secure yield management initiatives designed to enhance EBITDA
Follow established departmental documentation procedures.
Develop individual sales budget.
Develop and review quarterly plan to ensure alignment with long range vision and short term goals.
Know company resources in order to develop business priorities.
Find, develop and secure new business.
Provide data for pricing proposal approval process.
Interface with other departments to ensure departmental participation in company goals and directives.
As a shared responsibility, ensure compliance with employment laws.
What Experience and Education You Need
5-7 years of distribution sales experience with a minimum of 3 years in a field sales management position with increasing responsibilities.
Bachelor's degree in Business, Sales, or Marketing or equivalent training in Business or Sales Management, Masters a plus.
Must have relative industry experience including distribution, warehousing, logistics, transportation, CPG, etc. and understand common business practices and standards.
Must have supply chain knowledge within the industry scope, along with a strong financial acumen
Experience forming and maintaining new business relationships.
What Could Set You Apart
Negotiation and mediation skills.
Existing network of contacts
Experience in needs assessment, documentation, and process improvement.
Strong customer orientation.
Strong presentation skills.
Proficiency in MS Excel, Word, and PowerPoint.
Effective sales management skills with the ability to develop and manage regional strategies for pipeline development.
Excellent presentation preparation and delivery skills are required including strong PowerPoint abilities
Proven ability in developing creative solutions for potential and current customers
Entrepreneurial approach to responsibilities and selling Americold's services; must be a self-starter that can function in an ambiguous environment.
Must have a customer-focused professional demeanor and presentation style.
Strong time management, communications, decision-making, organization, human relations, presentation, negotiation, and mediation skills.
Ability to coordinate multiple tasks in deadline driven, fast paced environment.
Proven business savvy, possess financial acumen and understanding budgeting.
Strong ability to form and foster business relationships.
Demonstrate a partnership approach in working with the facilities on selling Americold's AOS
Physical Requirements
Requires the ability to sit for long periods of time, with frequent interruptions
Requires several hours per day of sitting, getting up and down from chairs, and reaching, or bending
Requires manual dexterity with normal hand and finger movements for typical office work
Talking, hearing, and seeing are important elements of completing assigned tasks
May require travel by automobile and airplane up for business
May require a visit to facility operations in temperatures at or below freezing
May carry loads related to travel and occasionally lifts, carries, positions, or moves objects weighing up to 20 pounds
Requires the use of various electronic tools
Requires the ability to relate to others beyond giving and receiving instructions: must partner with colleagues without exhibiting behavioral extremes
Requires the performance of work activities including reasoning, negotiating, instructing, persuading, or speaking with others; and respond appropriately to constructive feedback from executive management
Americold is an Equal Opportunity/Affirmative Action Employer and complies with applicable employment laws.
EOE/AA M/F/D/V DFW.