Manager, Local (SMB)

Job Description

Job Title: Manager, Local (SMB)

Job Summary:

This position is responsible for overseeing the performance of Freight Account Executives to achieve revenue growth within a single service territory for the complete freight portfolio.

The incumbent coaches Sales performance, responds to customers' requests and acts as a liaison between District sales and operations within the service center.

The Freight Account Executives reports to this position.

Job Responsibilities:


* Rides with SAE's during joint sales calls to meet major account contacts, maintain existing business relationships and create new revenue opportunities.


* Participates in customer entertainment functions (e.g., dinners, concerts, sporting events, etc.) to talk with customers outside the business environment, focus on their issues, and discuss TForces' sales objectives.


* Reviews customer performance reports (e.g., sales measurement reports, pro detail reports, etc.) to provide status reports to the RSD and Service Center Manager.


* Meets with customers to gain an understanding of account fluctuations (i.e., shipping volume changes) and the reasons behind them and build rapports.


* Reviews SAE's performance for the previous year to provide feedback and direction, discuss sales strategies, and assist them in achieving future objectives.


* Meets with District Director of Sales to review current performance of the freight portfolio and develops targeted customers to assist the district in achieving targeted freight goals.


* Observes SAE's during sales calls to evaluate the effectiveness of their sales techniques and confirm the proper use of sales materials/presentations.


* Reviews Customer Pricing Request reports to evaluate the number of requests entered by each SAE and how effectively SAE's are supporting revenue producing accounts.


* Conducts Operations Sales meetings with the Service Center Manager to review sales accomplishments and issues with each SAE.


* Reviews SAE's sales calls, performance to evaluate the SAE's products and solutions knowledge to determine training needs.


* Observes SAE's and Service Center Managers communications skills to evaluate their ability to discuss TForces products/solutions and provide training to build business acumen.

Job Requirements:


* U.S.

citizen or otherwise authorized to work in the U.S.


* Currently located in the same geographic location as the job or willing to relocate yourself


* Previous supervisory experience preferred