$35.00 - $45.00/hour plus target bonuses
**Drayage sales experience is a MUST HAVE**
Job Summary
The Drayage Sales Representative is responsible for generating new business and expanding existing accounts for import/export container drayage. The role requires a deep understanding of port operations, customer risk exposure, and operational constraints.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
-
Professionally and profitably represent Pacifica Logistics Group, LLC.
-
Responsible for prospecting, engaging, and closing new accounts.
-
Identify and target BCOs, NVOCCs, freight forwarders, and 3PLs.
-
Achieve defined sales goals using KPIs and other performance metrics.
-
Manage sales pipeline and project monthly and quarterly volume and revenue.
-
Utilize personal connections and business contacts to obtain new customers.
-
Make telephone calls, in-person visits, and presentations to prospective customers.
-
Negotiate contracts to maximize margin.
-
Utilize personal knowledge and contacts to develop and implement a sales plan to effectively sell products and services.
-
Compiles lists of prospective customers for use as sales leads, based on information from newspapers, business directories, industry ads, trade shows, Internet websites, and other sources.
-
Travels throughout the assigned territory to call on regular and prospective customers to solicit accounts or talk with customers via email or by phone.
-
Displays or demonstrates product, using samples or a catalog, and emphasizes salable features.
-
Quotes prices and credit terms, and prepares sales contracts for delivery orders obtained.
-
Prepares reports on business transactions and keeps expense accounts.
-
Works with the Sales and Business Development Executive to keep account activities and literature up to date.
-
Develops and maintains relationships with customer contacts.
-
Attend trade shows.
-
Meet designated KPIs weekly, monthly, and quarterly according to company policies
-
Other tasks and duties, as assigned
Supervisory Responsibilities
This job has no supervisory responsibilities.
To perform the job successfully, an individual should demonstrate the following competencies:
Analytical - Collects and researches data; uses intuition and experience to complement data.
Job Knowledge - Competent in required job skills and knowledge; keeps abreast of current developments; requires minimal supervision; displays understanding of how the job relates to others.
Design - Translates concepts and information into images; demonstrates attention to detail.
Problem Solving - Identifies and resolves problems in a timely manner.
Customer Service - Responds promptly to customer needs; solicits customer feedback to improve service.
Communications - Expresses ideas and thoughts verbally; expresses ideas and thoughts in written form.
Managing Customer Focus - Promotes customer focus; monitors customer satisfaction; develops new approaches to meeting customer needs.
Oral Communication - Demonstrates group presentation skills.
Teamwork - Balances team and individual responsibilities.
Written Communication - Presents numerical data effectively.
Business Acumen - Understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
Cost Consciousness - Contributes to profits and revenue.
Organizational Support - Follows policies and procedures; benefits the organization through outside activities.
Strategic Thinking - Analyzes market and competition; identifies external threats and opportunities; adapts strategy to changing conditions.
Consultative Selling - Qualifies potential customers; builds rapport and establishes trust; asks questions to discover client business needs; applies product and market knowledge effectively; presents solutions that meet customer objectives; manages and documents sales process. Exhibits a high level of professionalism, passion, ethics, and confidence. Ability to travel to attend meetings with customers.
Achievement Focus - Sets and achieves challenging goals; demonstrates persistence and overcomes obstacles. Results-oriented and performance-driven.
Sales Skills - Achieves sales goals; overcomes objections with persuasion and persistence; initiates new contacts; maintains records and promptly submits information. Extensive customer-facing experience and negotiation skills. Exceptional ability to make presentations to both executives and operational audiences.
Attendance/Punctuality - Is consistently at work and on time; arrives at meetings and appointments on time.
Judgement - Exhibits sound and accurate judgment.
Quality - Demonstrates accuracy and thoroughness.
Quantity - Strives to increase productivity.
Qualifications To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience Bachelor’s degree in business administration or marketing from a four-year college or university; or a minimum of five years related sales experience with a logistics, supply chain, and/or transportation company. Drayage sales experience and knowledge of the LA/LB Port complex is a MUST.
Language Skills Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
Mathematical Skills Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent, and to draw and interpret bar graphs.
Reasoning Ability Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.
Computer Skills To perform this job successfully, an individual should have knowledge of Microsoft PowerPoint, Word, Excel, and Outlook.
Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is frequently required to stand, walk, and reach with hands and arms. The employee is occasionally required to climb or balance and stoop, kneel, crouch, or crawl. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.
Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
While performing the duties of this Job, the employee is frequently exposed to outside weather conditions. The employee is occasionally exposed to moving mechanical parts, fumes or airborne particles, risk of electrical shock, and vibration. The noise level in the work environment is usually moderate.
