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JOB SUMMARY

 

Lead, manage, train, develop and mentor a team of sales professionals to meet/exceed all growth goals. Develop and execute sales, market and supply chain strategies to maximize profitable growth opportunities in within the regional sales team. Maintain regular communications with the Vice Presidents of Local Sales and Area Director of Operations to ensure growth opportunities are in line with company goals. Collaborate with the corporate team for growth within your region.

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Oversee all aspects of staffing for outside sales including recruiting, selection, hiring and placement.
  • Utilize performance management process to improve employee performance through coaching and feedback, addressing developmental needs and career development.
  • Review analysis of sales activities, costs and forecasts data to determine progress towards area and company revenue and profit goals and objectives during joint sales calls with Account Executives.
  • Manage the churn of profitable accounts within the region. Analyze root causes, develop and execute plans to overcome by working with other sales channels and departments as needed.
  • Execute yield management and pricing strategies to assure profitable business growth
  • Initiate conflict resolution with internal customers between performance and customer requirements.
  • Advise, direct and ensure sales force compliance with company policies, procedures, sales programs and initiatives.
  • Review analysis of sales activities for maximum effectiveness of sales execution. Collaborate with VP of Local Sales to grow talent while increasing skills and capabilities.
  • Develop and maintain knowledge of services, pricing programs and sales tools.
  • Match training curriculum to Account Executive readiness level. Participate in joint calls when needed.
  • Identify and match customer opportunities that match YRC Freight service portfolio capabilities.
  • Provide coaching and training to support the growth of Specialized Service products within the region.
  • Regional Sales Manager will own the Special Service growth goals for the region.
  • Engage Local Customer Experience Coordinators (LCEC) to improve customer experience, through enhanced customer onboarding and Account in Jeopardy processes.

MINIMUM REQUIREMENTS

  • Bachelor’s degree or proven work experience
  • Minimum 5 years direct sales experience
  • Minimum 3 years sales and management experience
  • Excellent communication leadership skills
  • Travel required

 

PREFERRED QUALIFICATIONS

  • Experience in transportation industry


YRC Worldwide is an Equal Opportunity/Affirmative Action Employer
Minorities/Females/Persons with Disabilities/Protected Veterans