DIRECTOR OF CUSTOMER SOLUTIONS - UK & EUROPE
SUMMARY
The Director of Customer Solutions (DCS) is an executive-level sales role that is primarily responsible for developing and expanding business within an industry, geography, or service offering. The DCS is primarily focused on selling logistics solutions, including freight forwarding,
contract logistics, customs brokerage and other value added services to regional and global accounts. The DCS plays an important role in establishing long-term strategic relationships which typically go beyond the sale of a single point solution. The DCS is given a high degree of autonomy to manage the solution sales process and is supported extensively by the organization.
This is a unique role with tremendous potential for the right candidate.
ROLE AND RESPONSIBILITIES
Sales Development
Develop and execute a comprehensive territory plan aimed at identifying the top regional/industry opportunities and expanding business to both new and existing accounts
Identify and develop relationships with key decision makers at all levels within an account
Understand the customer's buying process and identify all influences
Understand the customer's business (strategically, operationally, financially)
Work closely with customers to intimately understand their needs (pains)
Work across the company to create custom solutions that deliver value to customers
Qualify and quantify potential growth opportunities
Leverage company resources (solution experts, industry experts, operations, executive support) to assist in developing account
Maximize cross-selling by lending solution/industry expertise to assist related accounts
Communicate sales development plans and status to management
Maintain an open dialogue with the account executive sponsor and keep the sponsor engaged in the account.
Provide timely and accurate revenue and profitability forecasts
Participate in the development of corporate business plans
Participate in the organization of customer forums and related events
Follow the company's solution selling process
QUALIFICATIONS AND REQUIREMENTS
General Qualities
Good listener
Strong track record selling into new accounts
Excellent conceptual thinking skills - ability to formulate a creative solution to address customers' needs
Strong creative problem solving and analytical skills
Good judgement and initiative
Demonstrated leadership, people and process management skills
Excellent verbal, written and visual/presentation communication skills
Excellent relationship building skills, esp. at the C-suite
Politically adept- Able to manoeuvre in large organizations
Demonstrated ability to work in a matrix environment -- must work well across multiple units across the company
Both a team builder and a team player
Must have ability to handle multiple tasks -- to work across many accounts, projects, and/or issues and prioritize effectively
Internally motivated
High integrity
Education/Experience
Must possess a Bachelors degree from a 4 year university program
Must have at least 3 years experience in successfully selling to global Fortune 1000 accounts
Must provide evidence of past sales success (W-2s for US)
Should have experience managing a P&L
Should be both sales and operationally inclined - can sell as well as deliver
Should have some Logistics industry knowledge and/or experience
Should be familiar with solution selling concepts and methodologies
Should be comfortable working with standard PC applications (Word, Excel, PowerPoint,
Outlook, Internet) as well as using Sales Force Automation and Knowledge Management tools
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