Regional Sales Director

Purpose:

Embrace, promote and achieve the Vision, Values and Mission of the company, and to assist in meeting the Owner’s plan each year. FRTL is committed to the Guiding Principles of the Responsible Care initiative and anticipates that all employees will share our commitment by conducting themselves consistent with those principles to make the industry even safer for our employees and communities.

Essential Functions:

• Research and understand customer needs and develop program of services to satisfy those needs in an effective manner by:

o Determining and developing market strategies and goals for various customer needs

o Obtaining, utilizing, and disseminating critical data and information within the organization

o Researching and developing potential customer lists

o Evaluating service marketability in terms of customers’ needs

o Following up on sales leads and developing leads

o Maintaining up-to-date understanding of industry trends and technical developments that affect target markets

o Establishing and maintaining industry contacts that lead to sales

o Working with sales staff, operations support staff and customer service staff to establish a communication path with the customer to ensure sales opportunities for services and to guarantee customer receives first class service

o Meet established sales quota and profit goals

• Develop and deliver sales presentations and close sales in a professional and effective manner by:

o Developing and present sales and marketing proposals for customers

o Maintaining up-to-date awareness of activities, industry trends and government regulations

o Making regular sales calls to develop relationships and follow up on leads

o Acting to close deals and finalize contracts

• Participate in sales forecasting and planning in an effective manner by:

o Researching, developing and maintaining long and short range sales and marketing plans

o Producing regular reports and final plans for Supervisor’s approval

o Maintaining an up-to-date awareness of strategic plans and procedures to coordinate market plans

o Monitoring, analyzing, and communicating sales data via management required methods to contribute to service planning.

• Develop and maintain communications in a cooperative and professional manner with all levels of staff and customers by:

o Communicating openly, honestly and constructively

o Treating all employees and customers with dignity, respect and courtesy

o Taking responsibility for and making every effort to resolve communication, trust and respect concerns and issues

o Asking for information needed to perform job responsibilities.

• Performs other job-related duties and responsibilities as may be assigned from time to time.

Additional Responsibilities:

• Carries out duties assigned by VP Sales as required.

Minimum Qualifications for Consideration:

• Bachelor’s Degree with a major in Marketing with at least three years of field sales experience or Five plus year’s sales experience in the transportation industry.
• Intermodal and drayage account management and business development experience preferred.
• Five plus years of significant bulk fuel industry experience.
• Proven record of success in expanding customer base and increasing revenue potential with current customers.
• Attracted and retained loyal customers by building a reputation of integrity, knowledge and accountability.

Knowledge, Skills and Abilities:

• Excellent verbal and written communication skills
• Knowledge of DOT regulations, federal and state standards
• Ability to prioritize and manage multiple projects
• Self-starter with detail-oriented work habits
• Able to maintain confidentiality
• Display professional demeanor
• Good interpersonal skills; able to work well with wide range of individuals
• Excellent customer service skills
• Basic computer skills
• Knowledge of basic company employment policies and procedures

Physical Requirements:

• Sitting for long periods of time, walking, finger dexterity, feeling, repetitive motions, talking, hearing and visual activity
• Occasional lifting (up to 20 pounds)

Working Conditions:

• Travel 50%
• Normal office environment. This role routinely uses standard office equipment such as computers, phones, and copier/printer/scanners.