Senior Director of Sales

NFI is a leading, family-owned, fully integrated third-party supply chain solutions provider. Serving customers around the world, across a variety of industries, NFI is dedicated to providing customized, engineered solutions that propel a business to succeed. Privately-held by the Brown family since its inception in 1932, NFI generates more than $3.5 billion in annual revenue and employs more than 16,800 associates. NFI operates over 73 million square feet of warehouse and distribution space, and its company-owned fleet consists of over 4,900 tractors and 13,700 trailers.

Job Summary

Reporting to an RVP of Sales, the Senior Director of Sales is responsible for developing and maintaining business relationships with customers and prospects by exploring opportunities focused on selling the assigned core services, in addition to NFI’s full suite of solutions.

In addition, the Senior Director is responsible to assist in the on-boarding, training and development of new sales employees. The role will be responsible for direct reports that may include Sales Trainees, Sales Executives and Sales Directors.

Essential Duties & Responsibilities

• Day-to-day diligent “hunting” mentality approach to prospecting and new business lead generation, with expectation of an active pipeline in excess of $30M.
• Retain and grow existing customer base; create strategic plan to achieve sales goals
• Develop competitive solutions and proposals resulting in new business
• Partner and collaborate with peers and management, including engineering and operations teams, to enhance selling techniques and bring innovation to new business opportunities
• Maintain relationships with existing customers, communicating on a regular basis (including customer business reviews)
• Review and closely monitor account performance and profitability
• Communicate issues and concerns with operations and senior management when required
• Participate in rate schedule development and contracts for both new and existing business
• Complete key administrative tasks including CRM (Salesforce), managing appropriate pipeline and updating key customer information.
• Anticipate within first 12 to 24 months of hire to execute in excess of $10M annualized new business.
• Ability and availability to travel as business needs dictate
• Lead, mentor, and train Sales Trainees, Sales Executives and/or Sales Directors in processes and procedures within the organization.
• Help to develop, support and enhance sales competencies related to sales and leadership development.
• Assist in the selling process where needed.

Requirements

• Bachelor’s degree preferred
• Minimum 8-10 years sales experience within the logistics industry
• Solid knowledge of the industry and marketplace, maintaining a national and global network
• Proven experience in prospecting and developing new business
• Demonstrated sales background and capability
• Desire to succeed in a sales goal-driven environment with a tenacity to close
• Excellent analytical skills – assess, design and sell a given solution
• Commercial understanding of business requirement principles
• Ability to develop and deliver high quality, compelling presentations
• Excellent communicator with the ability to articulate the value proposition of the Company – both virtually and in person; comfortable selling at the “C” level
• Skillful negotiator – maintain company expectations while expanding customer spend
• Professional demeanor – confident, organized, and well-presented
• Self-starter with an enthusiastic approach and “can do” attitude, high energy
• Analytical approach to determine what business is worth pursuing
• Willing and able to be nimble and flexible in the face of change

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)