Senior Director, Sales - Home Delivery

Introduction

Join us at AIT, where we believe every day presents an opportunity to make a global impact! We’re problem solvers, driven by our curiosity and creativity, in endless pursuit of solutions for our customers. Together, we champion the strength of our global teams. And, as trusted advisors, we go above and beyond, working together in a supportive and collaborative environment to ensure customer satisfaction. Through the company's continued growth, we challenge ourselves to be better, continuously learning and growing in our dynamic environment. Helping others is at the core of our culture, join us in finding fulfillment by giving back to our local communities as the united team that is AIT. Find out what our people deliver.® means when you come move the world with us! Hear directly from our teammates at AIT Worldwide Logistics and make us the next stop on your career journey.

Overview

The Senior Director, Sales - Home Delivery will be responsible for driving revenue growth, profitability, and market expansion across North America. Leads the development and execution of regional sales strategies while building and mentoring a high-performing sales organization capable of achieving aggressive revenue and business objectives. They will be responsible for developing the sales staff in the areas of proposal preparation, customer relationships, negotiations, and account management techniques. Responsible for establishing a forecasting process dedicated to formulation and growth of revenue goals, by account. Oversees key customer relationships, enterprise-level negotiations, account growth strategies, and sales performance management. Establishes forecasting and analytical frameworks to drive data-informed decision-making, optimize account profitability, and accelerate revenue growth. Accountable for developing processes to measure sales staff, by account, through data collection and analysis while simultaneously being responsible for management of the stations. This role will develop processes to measure sales staff, by account, through data collection and analysis while simultaneously being responsible for management of the stations Profit Loss statements by driving net income across the Home Delivery network.

Responsibilities

• Leads enterprise revenue and profit performance by developing and executing growth strategies that drive achievement of corporate revenue, gross profit, and financial objectives while ensuring consistent quarter-over-quarter and year-over-year business growth.
• Consult with several levels of decision-makers such as c-suite and senior leadership, both internal and external, to understand their business challenges / supply chain goals in order to develop complex solutions
• Lead and execute the organization's sales strategy by driving new business development, expanding key customer relationships, and accelerating revenue growth. Establish and maintain a robust sales pipeline through strategic engagement with prospective and existing customers, executive-level relationship management, market analysis, and cross-functional collaboration. Direct both inside and field sales initiatives to identify growth opportunities, increase market share, and consistently achieve or exceed organizational sales objectives.
• Participate with leadership team to establish company strategic sales plans, goals, and objectives. Participate in the development and use of sales forecasting processes in order to meet gross revenue, net revenue, budgets, and net income goals
• Recruit, train and provide continuous coaching & feedback for new hires and current sales team
• Collaborate and coordinate with carrier sales, account management and customer service teams to create, execute and develop unique solutions in addition to supporting both onboarding and ongoing operational activities
• Oversee planning, reporting, quota setting and management, process optimization, job design, and training for the sales department
• Lead and support selling into existing accounts with the goal of increased wallet share, sustained growth, and customer satisfaction
• Ability to proactively identify economic trends across the market that can impact AIT's success. Communicate this information across team, enterprise, and customers
• Develop and maintains effective communication channels across all company divisions to ensure consistency in all actions directed at the achievement of company sales goals and objectives
• Responsible for the efficient allocation of technology, support, and training resources impacting the sales teams
• Performs other duties as assigned
• Complies with all policies and standards