District Sales Executive

Expeditors Core Competencies

• Exceptional Customer Service:

Exceeds customer expectations by anticipating, understanding, and meeting needs. Proactive and when issues arise, is timely and resolute in solving problems, including escalating to management when necessary. Builds rapport and exhibits empathy during interactions and consistently strives to improve customer satisfaction with customers. (This skill expectation applies both externally (customers, service providers) and internally (other Expeditors offices/employees).

• Job Execution:

Consistently completes quality work that matches job expectations. Committed to operational excellence and continuous improvement for own job function and across the network. All activities are compliant with company policies/procedures and code of business conduct and with government regulations.

• Reliability:

Consistently meets deadlines. Is punctual and can be relied on for planning purposes. Is organized, manages own time effectively and can prioritize.

• Collaboration:

Displays a willingness to accomplish not only his/her own job responsibilities without the need for constant prodding but is willing, without request, to aid and assist others to the benefit of the company and/or customers. Works in harmony with superiors and fellow workers without incident or delay.

• Communication:

Effectively listens to others and communicates (verbal and written) in a professional manner, both internally and externally. Provides relevant and timely information to co-workers, customers, and service providers. Answers phone calls and respond to voicemails, emails, and other communication according to Expeditors' standards.

• Culture:

Exhibits and promotes the company’s 10 cultural attributes: Appearance, Attitude, Confidence, Curiosity, Excellence, Integrity, Pride, Resolute, Sense of Humor, and Visionary.

• Personal Growth and Development:

Participates in training within the company’s guidelines, completing at least 52 hours of relevant training per year. Completes required training in a timely manner with minimal reminders. Pursues professional development goals for self, including participating in a development plan as appropriate.

District Sales Executive Job-Specific Performance Expectations

• Prospecting

Maintains a robust leads management and prospecting program that enables a healthy sales pipeline. This includes Completing thorough customer research to qualify and validate good prospects, customizing cold calling scripts, and scheduling and executing adequate time for cold calling and scheduling new meetings.

• Call Activity

Proactive and organized for continuous and productive monthly call activity so that: calls are scheduled two weeks in advance, call schedule is full for the following week, completed call and joint call expectations are achieved monthly.

• Pipeline Management

Maintains a healthy pipeline with the right mix of opportunities (aligned with the district tactical business plan) at the different steps of the Team Selling Process. Is Persistent in contacting prospects and targets at the proper cadence to keep opportunities moving through the pipeline and meets with new prospects weekly to ensure the healthy backfill of the sales pipeline.

• Closing & Revenue

Manage opportunities properly to close two opportunities monthly that meet or exceed global and regional growth expectations.

• Sales Skills & Sales Call Management

Competent and confidently navigates opportunities through each step of the sales process with the use of sales techniques (lines of questions, leveraging the network), and tools (network diagrams, business process flows, IISBs, etc.).

Tasks and Duties

For detailed job-specific tasks and duties completed on a regular basis by the employee, please reference the Sales Playbook on Insite. This section lists job-specific tasks and duties, such as the ones listed below, that are completed on a regular basis by the District Sales Executive (DSE). This list may be edited to the specific job role.

• Manage an assigned territory and demonstrate extensive knowledge of potential customers and competitors in this area.
• Timely data entry in our Customer Relationship Management tool.
• Build relationships with Customer & collaborate with regional team, Geo, and Knowledge Management resources.
• Create value-added solutions for customer’s logistics needs, including Network Diagrams & Cost benefit solutions.
• Support the transition of new accounts.
• Support AR (accounts receivable) collection.
• Own Credit setup process with new customers onboard.
• Attend training & development sessions to continue developing selling skills and updating Expeditors Product and Service knowledge.
• Involvement in local trade groups, as directed by the DSM.
• Make 50 sales calls every month or as directed by DSM.
• Make required number of joint calls as directed by DSM.
• Meet required individual budgets.
• Have diversified sales pipeline across verticals & Expeditors service.
• Take on additional assignments as required, supporting company needs.

Knowledge:

• Expeditors company policies and procedures knowledge
• A good understanding of Expeditors’ products, services and systems
• Strong market and competition knowledge

Skills:

• Effective interpersonal skills, including proven abilities to listen, comprehend, and effectively communicate clearly and concisely to obtain positive results.
• Good Microsoft Office skills (Excel, Word etc.)
• Excellent oral and written communication skills.
• Excellent organizational skills, time management skills
• A proven history of providing exceptional customer service at all levels.

Behaviours:

• Emotional resilience
• Self-reflecting and open to feedback
• Initiative and ability to work in autonomy
• Role model of integrity and pride for all employees
• Proven leadership attitude and background
• Reliable and accurate
• Being supportive of change
• Being an advocate of Expeditors culture at all times

Training Requirements:

• Meet company standards of 52 hours training per year, including as needed management/leadership training

Education and Experience:

• Six months to one-year related experience and/or training; or equivalent combination of education and experience.
• 2- 5 years of sales experience in the required market.

Expeditors offers excellent benefits:

• Paid Vacation, Holiday, Sick Time
• Health Plan: Medical
• Life Insurance
• Employee Stock Purchase Plan
• Training and Personnel Development Program
• Growth opportunities within the company
• Employee Referral Program Bonus