Posting Date
01/21/2025
Division
Location
Position Title
Director of Sales
Entourage Freight Solutions
Westerville, Ohio
Work Schedule
Monday - Friday
Company Overview
The Hanline Group is a food manufacturing, logistics and supply chain solution organization comprised of six different operating companies. Each company is dedicated to a specific value proposition within a certain industry. Together, these companies work with and assure continuity of supply for the nation’s most reputable food and supply chain outlets.
Division Overview
Entourage Freight Solutions, founded in 2013, is an industry leader and a true 3PL in navigating refrigerated freight as well as dry freight and the expedited markets with more than 8,000 carriers in our vast network.
Position Summary
The Sales Director is responsible for leading the sales department to achieve revenue targets, build a high-performing sales team, and drive the company’s growth strategy. This role requires strategic planning, team leadership, and strong execution skills. The Sales Director will manage key accounts, oversee sales operations, and collaborate with other departments to ensure the company’s products and services meet customer needs and drive business expansion.
Responsibilities
Sales Strategy Development & Execution
- Call on top 300 potential customers
- Sell the full Hanline Group portfolio
- Develop and implement the sales strategy to achieve business objectives and revenue growth targets.
- Conduct market analysis and identify new opportunities for business expansion, both regionally and globally.
- Forecast sales projections and allocate resources effectively to maximize sales opportunities.
- Create and communicate sales goals and ensure C-level executives are informed on the progress of those goals.
Team Leadership & Development
- Manage a team of Enterprise Sales Representatives
- Lead, mentor, develop, and motivate the sales team to meet individual and team sales goals.
- Recruit, hire, onboard, and develop top-tier sales talent.
- Provide ongoing training and professional development to improve the team's sales capabilities.
- Set individual sales targets and monitor performance to ensure goals are met or exceeded.
Customer Relationship Management
- Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
- Develop long-term strategies to retain clients and grow existing accounts.
- Provide support to the sales team in managing complex customer relationships and negotiating contracts.
Sales Operations & Reporting
- Monitor and evaluate the effectiveness of sales processes and systems.
- Oversee the preparation of sales proposals, presentations, and contracts.
- Use CRM software and other tools to track sales performance, generate reports, and analyze sales data to make informed decisions.
- Prepare detailed monthly, quarterly, and annual sales reports.
- Effectively communicate value propositions through presentations and proposals.
- Report on forces that shift strategic directions of accounts and tactical budgets.
Collaboration & Cross-Functional Coordination
- Collaborate with marketing, product, and customer success teams to align sales strategies with overall business goals.
- Work with the product team to provide feedback on customer needs and market trends.
- Support the marketing team in creating effective sales collateral, campaigns, and product promotions.
Budget Management
- Manage the sales department budget, ensuring effective allocation of resources.
- Monitor sales expenses and ensure they are in line with company targets and profitability goals.
Market & Competitor Analysis
- Continuously evaluate market trends, customer behavior, and competitive activity.
- Adjust sales strategies as necessary to respond to changing market conditions and competitive pressures.
- Attends trade shows, conferences, and other events, establishing a presence in target vertical communities to identify new account opportunities.
- Possess a thorough understanding of the marketplace (competitor information, consumer understanding, current/future market penetration, etc.) and help drive forecast accuracy
Performance Metrics & KPIs
- Establish and track key performance indicators (KPIs) to measure the success of sales initiatives.
- Review and adjust the team’s approach based on performance data, ensuring continuous improvement in sales effectiveness.
Qualifications:
Education
- Bachelor’s degree in Business, Marketing, or a related field. MBA or advanced degree is a plus.
Experience
- Minimum of 10 years’ experience in management
- Minimum of 5 years of sales experience in logistics, 3PL, and/or supply chain
- Demonstrated sales experience in the logistics industry, including connections with key decision-makers
- Capable of developing compelling proposals and responding adeptly to RFPs
- Proven track record of meeting or exceeding sales targets and driving revenue growth.
- Experience in developing and executing successful sales strategies in a competitive market.
Skills & Competencies
- Exceptional leadership, coaching, and team-building skills.
- Strong negotiation, presentation, and communication skills.
- Analytical mindset with the ability to interpret sales data and market trends.
- Proficient in using CRM software (e.g., Salesforce, HubSpot) and other sales tools.
- High level of business acumen and strategic thinking.
- Ability to work cross-functionally and collaborate with various departments.
- Proactive, results-oriented, and able to work under pressure to meet deadlines.
Requirement
- 50% Travel (Food shows, customer visits, sales calls, etc.)
- Office based in Columbus, Ohio
Benefits
- Health, Dental, and Vision Insurance
- Voluntary short term, long term disability, life insurance
- 401k with company match effective your first day
- Company paid Life Insurance
Starting from $125K