“We’re not in the shipping business; we’re in the information business” -Peter Rose, Expeditors Founder

Global supply chain management is what we do, but at the heart of Expeditors you will find professionalism, leadership, and a friendly environment, all of which foster an innovative, customer service-based approach to logistics.

• 15,000 trained professionals

• 250+ locations worldwide

• Fortune 500

• Globally unified systems

The focus of the District Sales Executive (DSE) is on achieving results that are

aligned with the overall organization and it’s strategic goals. Initiative, coupled

with a sense of competitive drive, and the ability to stay focused on results despite

changing conditions, are the keys to achieving the performance objectives of the

District Sales Executive role at Expeditors.

The DSE orchestrates involvement of multiple people in our Sales process, so

that new customer revenue is consistently secured for our district office and

Expeditors network. The job environment is flexible, constantly changing, and

provides growth opportunity, recognition and reward for the achievement of

business results. This position reports to the District Sales Manager.

Key Deliverables

These are the minimum results expected from a successful District Sales Executive:

• Manage an assigned territory and demonstrate extensive knowledge of potential customers and competitors in this area

• Timely data entry in our Customer Relationship Management tool

• Orchestrate customer / branch relationships and collaborate with regional Product, Service, Geo, and Knowledge Management resources

• Participate in the creation of value-added solutions for customer’s logistics needs, including supporting diagrams and cost-benefit calculations

• Support the transition of new accounts through customer introductions, information transfer, and securing any necessary customer paperwork.

When needed, support AR (accounts receivable) collection.

• Attend training & development sessions to continue developing selling skills and updating Expeditors Product and Service knowledge

• Involvement in local trade groups, as directed by the District Sales Manager

• Take on additional assignments as required, supporting company needs

 

 

Desired Skill-Sets and Characteristics

• The ability to meet with customers off-site on a regular basis

• Oral and written proficiency in the English language

• Strong problem solving, organizational, and interpersonal skills

• Ability to work productively both individually and in a team environment

• Sense of urgency for goal achievement

• Self-motivated with ability to work in a fast-paced and constantly

changing environment

• Comfortable with regular data entry on a laptop computer

• Strong rapport and relationship-building focused

• Empowered to make quick decisions in response to changing conditions

• Extroverted, confident, enthusiastic and persuasive

• Influences others to action

• Timeliness and accountability for results

Experience:

Minimum 3 years in Global logistics industry.

 

Prospecting

Maintains a robust leads management and prospecting program that enables a healthy sales pipeline. This includes: Completing thorough customer research to qualify and validate good prospects, customizing cold calling scripts, and scheduling and executing adequate time for cold calling and scheduling new meetings.

DSE maintains 20 companies prequalified with Customer Information Checklists completed for cold calling purposes.

 DSE prepares cold call scripts with unexpected questions for each pre-qualified company.

 DSE sets aside 8 hours per week for cold calling customers.

Call Activity

Proactive and organized for continuous and productive monthly call activity so that: calls are scheduled two weeks in advance, call schedule is full for the following week, completed call and joint call expectations are achieved monthly.

DSE meets month call count expectations (50)

At least 25% of DSEs calls are conducted jointly.

DSE schedules calls 2 weeks in advance.

 DSE schedules at least 10 customer meetings in advance of the following week.

Pipeline Management

Maintains a healthy pipeline with the right mix of opportunities (aligned with the district tactical business plan) at the different steps of the Team Selling Process. Is Persistent in contacting prospects and targets at the proper cadence to keep opportunities moving through the pipeline and meets with new prospects weekly to ensure the healthy backfill of the sales pipeline.

DSE is meeting with at least 3 new customers each week.

DSE has a next meeting scheduled (or proposed) with each target.

DSE maintains a balanced pipeline/sales funnel (i.e. approximately 25-30 qualified leads, 40 prospects, 20 targets with at least a 2/5 close ratio.

DSE maintains a healthy mix of targets with active movement (i.e. moving through 50%>70%>90% steps as follows: "A" account = quarterly, "B" account = bi-monthly, "C" account = monthly).

DSE's pipeline is aligned with the District Tactical Business Plan.

Closing & Revenue

Manages opportunities properly in order to close two opportunities monthly that meet or exceed global and regional growth expectations.

DSE closes 1 opportunity, with a minimum of $5,000 each, every month.,

 DSE meets revenue expectations.

Sales Skills & Sales Call Management

Competently and confidently navigates opportunities through each step of the sales process with the use of sales techniques (lines of questions, leveraging the network), and tools (network diagrams, business process flows, IISBs, etc.).

DSE uses the correct sales techniques (i.e. engaging and leveraging the network, etc.).

 DSE has the correct skills to execute each stage of the Sales Process.

 DSE uses the available sales tools (i.e. IISB, Network Diagrams, Business Process Flows) effectively.