North America's number one company focused on customs brokerage and trade compliance, Livingston International also offers consulting and global trade management services as well as international freight forwarding across North America and around the globe.
Livingston is a dominant customs broker along the U.S.-Canada border. Its U.S. headquarters and air/sea hub are located in Chicago, with regional centers in Los Angeles, New York and Norfolk. Livingston employs more than 3, 200 employees at over 100 key border points, sea ports, airports and other strategic locations across North America as well as in Europe and Asia.
The Livingston Sales Executive - Ground Specialist has territorial sales responsibility to build ground transportation shipment activity to the medium, large and strategic customer base for intra-country (USA and Canada) and cross-border ground transportation opportunities. The primary role of the Sales Executive is to target and communicate with existing Livingston clients where customs brokerage services are currently provided, to generate knowledge and interest for Livingston ground transportation solutions. Most of the sales activity within this role will be strategic in nature where customers have highly active and consistent ground transportation requirements and existing industry competitors are active and bid processes are normal to win traffic lanes which are contracted monthly or annually.
The Sales Executive will utilize Livingston operational, pricing and marketing tools to convince potential clients to do business with Livingston. This position will also dedicate time each week to make outbound prospecting phone calls to non-Livingston customer companies to gain interest for further follow-up.
The Sales Executive generally targets mid-level to senior level decision-makers in the Transportation, Logistics, Operational, or Manufacturing departments. Because this role targets large companies with more complex buying structures and responsibilities, strategic planning is a key part of this job description. It is very important that this role does not chase opportunities but creates and develops a sales pipeline within the parameters of the company ground transportation Sales Plan focused on identifying and building solution propositions. As much of the client base will be existing Livingston customers, effectively interfacing and partnering with a different Livingston sales representative is highly important. Finally, Livingston expects its employees to consistently deliver customer oriented solutions with the highest level of ethics.
Duties and Responsibilities:
Identify, promote and sell Livingston ground transportation solutions to existing large and strategic size customer segments.
Prospect with the identified sales territory for new customers which fit the customer segment and the Livigston sales plan.
Determine the critical business issues of the customer and interface as needed with internal Livingston resources to develop a correct service and pricing solution to make a professional sales solution presentation and proposal.
Interface with customer decision makers in the upper management levels of Transportation and Manufacturing/Operations departments to build on the value already created by the existing Livingston business relationship to create revenue growth.
Develop and maintain a sales territory development plan, and strategic account plans when appropriate, and communicate them to the Freight Sales Director as requested.
Focus on the identification and positioning of value to prospects throughout the sales process to best position Livingston, as well as generate an appropriate return on investment (ROI) for the client.
Follow a structured sales and customer implementation process to ensure efficiency and an improved probability of maintaining the customer long-term.
Identify, maintain and continually update a list of new prospects through "smart-calling", networking, referrals, and warm leads as available.
Timely, accurately and consistently document all required customer activity in the Salesforce CRM tool.
Achieve monthly and annual sales quota targets for new ground transportation with existing Livingston customers, and new target customers.
Maintain a sufficient group of new sales opportunities inside and outside of existing client base.
Identify, target and maintain regular communication with the largest regular ground transportation shipping decision makers within your portfolio of existing customers. Maintain the quality and accuracy of information required in Salesforce CRM.
Prepare monthly and annual sales reports of account status, tracking key metrics.
Top Skills & Proficiencies:
Strong drive to acquire new business.
Success in large account development, comfortable and effective in working within complex customer organizations.
Strong strategic and value-selling skills, identifying the solutions and services that Livingston can provide, and expressing the differentiating factors with Livingston's competitors who will always be encountered.
Ability to research, synthesize and analyze complex and diverse information.
Understanding of ground transportation freight processes, equipment, competitors, and supply chain data.
Planning daily, weekly, monthly and quarterly schedules to systematically stay in contact with customers.
Excellent interpersonal and management skills; ability to work collaboratively in a team environment and get along with diverse personalities.
Identify and resolve problems timely, identifying and developing alternative solutions.
Teamwork with other Livingston departments, especially the ground transportation operations team, and the other sales teams already engaged with the customer.
Results-oriented with high integrity and an ability to motivate self and others.
Experience in North American transportation services such as truckload, brokerage, intermodal, drayage, global forwarding, expedite, or managed transportation is strongly preferred.
5+ years of outside sales experience with a proven track record of success delivering annual sales results around revenue and gross margin targets in complex, solution-oriented customer situations.
Effective verbal and written communication skills to represent Livingston in a highly professional, competent manner.
College degree or equivalent.
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