About The Role:

As a Sales Manager at Spot, you are responsible for managing the productivity and development of a team of Account Managers. The Sales Manager ensures the growth and development of customer accounts through strategic decision-making upholding Spot’s commitment to service. Our sales managers deliver continual feedback and sales coaching to their team for sales representatives to effectively do their work and achieve performance goals. They exemplify our core values and ensure all members of the team do the same.

Responsibilities:

• PEOPLE LEADERSHIP: Mentor and lead a team of inside salespeople; provide industry expertise, guidance, and support daily. Deliver proactive and ongoing coaching, monthly one on one’s based on KPI scorecards, and quarterly performance reviews.
• BUSINESS DEVELOPMENT: Ensure sales reps utilize new and effective sales techniques driving Spot’s value proposition. Direct the development and manage the execution of sales pipelines and strategies. Assist with submitting timely customer bid packages and RFPs.
• GROWTH STRATEGY: Review customer metrics in real-time, work with sales reps to grow existing relationships, and develop customer growth strategies for each account.
• SALES DEVELOPMENT TRAINING: Provide continuous feedback and ongoing sales coaching, and work with the Training and Development team to help maintain and continuously enhance sales training programs.
• PERFORMANCE MANAGEMENT: Set the direction and manage the deliverables of the team for sales performance, pipeline management, and customer service levels by ensuring specific KPIs and activity metrics are met.
• COMMUNICATION: Appropriately inform the team of the company and industry updates. Facilitate positive cross-departmental collaboration and communication and promote collaboration between customer and carrier sales departments.

Qualifications:

• Minimum 3 years of sales management experience required. 
• Minimum 3 years of logistics industry (3PL) experience required.
• Experience in creating and executing a sales plan.
• Experience using systems including but not limited to Excel, PowerPoint, CRM, TMS systems, and Power BI.

Skills:

• Proven individual performer with an ability to coach and lead.
• Strong negotiation skills and extensive sales experience.
• Strong organization and planning skills we well as effective written and verbal communication skills.

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