ONE Care Sales-Inside Sales Representative

Location

Naperville, IL; This position will follow a hybrid work-from-home/office model, with at least three days per week spent in the office.

Role Summary

The ONE Care Sales position is responsible for developing, managing and executing the day to day sales strategy and activities on a regional scope under the supervision of the regional Area Sales Manager or ONE Care Supervisor, for the LKA/SME customer segment, as assigned. To ensure profitability and volume growth goals under ONE’s marketing and commercial policy/strategy are achieved. 

This regional sales position is responsible for meeting key tactical objectives under the guidance of the regional management for ONE Care Sales to achieve specific service string, customer segmentation or trade lane objectives as directed by RHQ marketing.

Additional Responsibilities

Regional Sales Performance and Execution

• Manage all necessary activities to support a list of LKA/SME customers including but not limited to rate quoting, contract filing, Account Planning, credit applications, NORF maintenance and DAR creation. 

• Leverage ONE tools, processes and ROOT initiatives including ONE Force, Tiger, Titan, e-commerce, ONE Quote and on-boarding to effectively manage LKA/SME customer list without the need for additional sales support.

• Act to achieve the specific corporate business/marketing plans and regional business objectives under the guidance of the regional management for ONE Care Sales with the explicit goal of meeting and exceeding individual sales budget.

• Implement and manage business development activities for assigned LKA/SME customer lists in line with a target account pipeline and achieve regional account portfolio expansion goals outlined by the regional manager. 

• Effective utilization of reporting to benchmark LKA/SME performance against Comprehensive Customer Metrics including adherence to volume commitment, account plan accuracy, profitability, A/R outstanding and equipment turn time. Use data to improve LKA/SME customer performance in these and other metrics.

Direct and Manage Horizontally

• Demonstrate effective relationships with other internal stakeholders to ensure a collaborative team, cross-functional level, performs to attain regional sales plan (i.e.--Operations, Pricing, Customer Service, eCommerce, Space Control, Accounting)

Core Required Skills and Competencies

• Ability to effectively manage an LKA/SME account base from an ONE office without face to face, direct customer contact. 

• Ability to communicate necessary information with customers and stakeholders as appropriate.

• Successful persuasion, negotiation, and problem-solving skills with customers and stakeholders both inside and outside

• Accountability for profitable business development and regional sales to onboard new business.

• Ability to work in a collaborative, consensual environment with cross-functional department managers for purpose of improving profitability and service levels, driving efficiency 

Function Specific Skills

• Proven ability to successfully strategize, implement, execute and achieve day to day commercial plans to support and meet departmental goals.

• Ensure customer profiles and relevant contacts, business management is kept current and completed in ONE Force as required

• Initiate all facets of the sales process: lead generation, opportunity qualifications, sales execution solution and business case development, negotiating and closing

• Strong track record to take initiative, establishing goals and metrics for meetings/exceeding goals/ targets

• Proven ability to lead and drive his or her performance from plan to close

• Professional and personable demeanor

• Able to build rapport across varying personality types

• Ambitious and self-motivated

• Strong communication skills, verbal and written

Required Minimum Years Experience

• 1+ years of sales or marketing experience in container shipping or logistics sectors preferred

Required Minimum Education

• Bachelor’s Degree Preferred