We’re not in the shipping business; we’re in the information business -Peter Rose, Expeditors Founder
As a Fortune 500 company, Expeditors employs more than 16,000 trained professionals in a worldwide network of over 300 locations across six continents.
Expeditors satisfies the increasingly sophisticated needs of international trade through customized solutions and seamless, integrated information systems.
Our services include the consolidation and forwarding of air or ocean freight, customs brokerage, vendor consolidation, cargo insurance, time-
definite transportation, order management, warehousing, distribution and customized logistics solutions. Expeditors is headquartered in Seattle, Washington.
Scope of Position
The District Sales Manager (DSM) leads our District Sales Program. Through the development of our District Sales team, the DSM ensures a consistent and effective District Sales Program inside every one of our global offices.
The DSM is responsible for supporting the growth of each product and service within the district as well as driving collaboration with the global network.
KEY RESPONSIBILITIES : People :
Responsible for recruiting and developing sales executives both at entry and senior level positions in addition to maintaining an on-
going pipeline of candidates
Secure sufficient Sales personnel to effectively engage the district’s customer base. Continually recruit and interview to find new potential candidates.
Review and coach Sales team towards expectations
Ensure that the team is prepared to successfully transition all new business
Create and manage career development plans for Sales Operations and Sales Executives
Conduct weekly one-on-one discussions, monthly pipeline review and quarterly performance reviews
Create and manage individual skill development plans for each Sales resource.
Conduct one-to-one strengths and weaknesses discussions (Doing it Right), while improving one weakness for each Sales resource.
Conduct annual formal results review (Getting it Done) for each Sales resource.
Support DSE learning by example through joint Target activities : Account Strategy discussions, participation on joint sales calls as needed, and review of pre-
call planning.It is suggested each District Sales Manager share 2-3 joint Target opportunities with each District Sales Executive.
Operations & Customer :
Support the growth of each product and service within the district as well as driving collaboration with the global network
Create and maintain the vision and strategy for the District Sales Program
Assess market trends and communicate them to the District and Regional
Maintain an effective Marketing approach aligned with our branding guidelines to include consistent customer proposals and communication, as well as hosting regular customer events
Work with district and regional Product and Geo leaders to facilitate
development of any product initiative
Actively engage in closing large opportunities with the Sales executive team
Facilitate weekly Sales meetings for Sales, Product, and Geo communication and collaboration
To ensure accountability to results, the DSM will participate in a formal annual results review of the branch Sales program (Getting it Done) conducted by the Regional Sales Leader.
The review will be discussed in a meeting with the DSM and DM, to agree on action items and next steps.
Create and maintain the 3-year vision for the district’s Sales program : Territory analysisTerritory alignmentCustomer engagementCompetitor analysisSuccess measurements
Assess market trends and communicate them to the branch and regional leadership teams.
Maintain an effective Marketing approach, to include consistent customer proposals and messaging, and regular customer events.
Secure and manage dedicated resources as needed.
Develop intra-branch network relationships with peer DSM’s.
Collaborate with branch Leadership Team to participate in local marketplace associations and organizations.
Work with branch and regional Product and Geo leaders to facilitate development of any product initiatives or blitz programs.
The goal is one of providing customer input to Product and Geo leaders, in an effort to collaboratively build services that we can and need to sell in the field.
Solicit and coordinate support from network resources as needed to pursue the branch’s TAMB.
Conduct weekly Sales meetings as a support for Sales, Product, and Geo communication and collaboration.
Review and orchestrate Target activities via CRM and the Bid Database.
Ensure all new accounts are transitioned, reviewed, and discussed with operations as they are welcomed into the retention program.
Review Sales measurements : Global Scorecard, Sales Dashboard, and CRM reports.Act on issues as needed.Provide updates (e.
g., reports) to branch and regional leadership teams as requested.
When directed by the District Manager and agreed to by the Regional Sales leader, a DSM may pursue a small number of his / her own Target opportunities, when needed by the branch to temporarily round out the field Sales efforts.
Create and manage the Sales Department budget
When needed, assist in customer AR issues resolution.
Create and manage the Sales Department budget.
Promote compliance in diligently following all company policies and regulations and in being the role model of integrity and pride for all employees.
Proactively communicate with the team to ensure continuous awareness and understanding of policies and regulations.
Maintain a positive relationship with the Trade Compliance Manager and support all compliance efforts and trainings.
Be open to implementing new system changes and enhancements into your department.
Be involved and suggest system / process improvements.
Set the tone of this environment within your department.
KNOWLEDGE, SKILLS AND BEHAVIOURS :
Ability to understand local market and key industries present in the local market
Expeditors company policies and procedures knowledge
A good understanding of Expeditors’ products, services and systems
Strong oral communication, written communication and analytical skills
Strong presentation skills
Proficient in Microsoft Suite (e.g. Outlook, Word, Excel , PowerPoint)
Contract negotiations skills / experience
Ability to perform and meet KPI requirements
Effective interpersonal skills, including proven abilities to listen, comprehend, effectively communicate clearly and concisely to obtain positive results.
Fluent in English
Effective at delegating
Charismatic with an ability to connect
Self-reflecting and open to feedback
Structured and organized
Align with Expeditors’ 10 Culture Attributes
Initiative and ability to work in autonomy
Role model of integrity and pride for all employees
Proven leadership attitude and background
Be present at the district office during standard working hours must be maintained
Salary : Commensurate with Regional Guidelines
Sales Commission : Based on our Global Sales Compensation program
Car and Phone Allowance : Commensurate with Regional Guidelines
Training and Personnel Development Programm
Employee Stock Purchase Planì
5+ years of management experience working a team of 3 or more
the provenance from forwording company is mandatory
Reporting Structur : Distric Manager