Manager Of Sales

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Summary

The Manager of Sales Freight Brokerage will provide sales leadership within the Freight Brokerage Group to ensure the success of the overall outside sales team, who is responsible for both new business development and retention and growth of existing customers.

The incumbent will be accountable for the team's new business revenue objectives, retention and growth objectives associated with existing customers. The incumbent will develop and execute a multi-level sales plan for the freight brokerage designed to ensure development of the market, attainment of revenue growth and business retention objectives. A key responsibility will be to coach, train and develop the assigned sales team to sell Ryder's value proposition to all levels of decision maker's within a prospect's or existing customer's organization. In addition, the incumbent must ensure the assigned sales team has the capability to sell all services offered by Ryder Freight Brokerage throughout North America. Moreover the role will have a secondary focus on cross-selling to current Ryder customers in different business units and upselling brokerage customers to other Ryder services.

Essential Functions

• Select, train, develop & manage an Outside sales team capable of selling new business and retaining/growing existing customers within the assigned business unit. Coach all aspects of sales, including account development, pipeline management & forecasting. Work with individuals to assess needs and improve productivity. Evaluate and communicate performance results. Provide support for customer sales calls to close and increase sales. Identify and lead strategic sales opportunities with prospective customers. Create solid business relationships with new or existing customers. Plan, organize, direct and provide leadership to the assigned sales team to ensure attainment of short and long term business growth and retention objectives

• Identify and establish strategies to secure and develop business. Manage cross-sell initiatives and progress towards those goals. Ensure effective and consistent implementation of marketing strategies and activities designed to maximize development of assigned markets. Perform competitive and market share analysis. Track wins and losses. Analyze sales statistics to determine business growth potential and provide business analysis and reports to management. Maintain awareness of competitor's capabilities and challenges and manage execution of a competitive strategy

• Promote the sales vision and also identify, develop and coordinate improvements in sales practices to achieve overall business objectives, department expansion or new initiatives. Develop and lead the execution of effective initiatives and sales activities designed to retain and grow current customers

• Ensure the delivery of Ryder's value proposition to customers and prospects through direct interaction with financial executives or through effective leadership of the assigned sales team.

Additional Responsibilities

• Performs other duties as assigned.

Skills and Abilities

• Ability to select, train and develop high caliber inside sales professionals

• Proven ability to provide effective performance management to individuals and a team

• High level of personal accountability to effectively interact at all levels within a sales prospect's organization

• Consistent drive for high standards and goal attainment

Will be required to meet individual and team goals Commitment to ethical business practices

• Proven track record of consistent execution of corporate initiatives and quality processes

• History of developing and sharing best practices

• Ability to demonstrate collaborative working relationships with peers and foster the same with direct reports and across Sales and Operations within SCS , DTS and FMS

• Demonstrates analytical skills

Excellent analytical and problem solving skills

• Effective interpersonal skills

• Strong verbal and written communication skills

• Ability to create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors)

• Ability to work independently and as a member of a team

• Flexibility to operate and self-driven to excel in a fast-paced environment

• Capable of multi-tasking, highly organized, with excellent time management skills

• Detailed oriented with excellent follow-up practices

• Hands on leader who has previously built an Outside Sales Department

Qualifications

• Bachelor's degree required Business, Marketing or Transportation

• Master's degree preferred Graduate degree

• Four (4) years or more Freight Brokerage industry sales or Sales Management required

• Four (4) years or more Managing and training others in freight brokerage preferred

Travel: Greater than 60%

DOT Regulated: None

Job Category: Inside Sales

Ryder is proud to be an Equal Opportunity Employer and Drug Free workplace. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with disability.

Job Seekers can review the Job Applicant Privacy Policy by clicking HERE. (https://ryder.com/job-applicant-privacy-policy)

Current Employees:

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