Director of Sales And Business Development

Company Description

Epes Logistics Services, Inc (ELSI) is a transportation logistics organization dedicated to growth and leadership in the industry. With services including transportation management, LTL and truckload movement, and detailed management reports, we focus on continuous improvement and customer value. Founded in 1931, Epes is based in Greensboro, North Carolina and believes in employee growth and process improvement as drivers of success.

POSITION SUMMARY

The overall responsibility of the Business Development Director of Sales for Epes Logistics Services, Inc. is to manage and develop new and existing accounts in order to grow business in an organized and profitable manner.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Create a list of prospective customers based on information from newspapers, business directories, industry-related associations, industry ads, Internet Web-sites, internal sales leads, and other various sources. Possible former customers will be targeted. Determine validity of accounts and/or prospects through telemarketing.

Travel throughout territory (and other assigned areas) to call on existing and prospective customers.

Enhance and develop new business opportunities for Epes Logistics and Epes Freight Management.

Interact with internal corporate-wide sales personnel to develop joint account strategies.

Develop a target account list that will be subject to continual additions.

Maintain accurate and up-to-date sales records including weekly itinerary and sales call updates.

Conduct appropriate number of on-site sales calls per week to achieve baseline gross margin objectives.

Determine unprofitable or below-market rates within customer rate schedule and propose increases or adjustments as needed.

Assist in the development and monitoring of the Sales and Marketing strategic plan.

Determine and evaluate customer needs, prepare sales presentations, negotiate and formulate rate proposals, provide needed customer service follow-up, and prepare sales correspondence as needed.

Resolve customer concerns and complaints.

Develop and implement processes through the use of technology to partner with customers.

Review A/R report weekly and assist accounting in collections whenever possible.

Secure information from key staff personnel in other departments in reference to sales leads and current customer performance (and companies).

Work on special projects as needed.

Provide Director of Operations with an annual list of goals to be obtained.

Ensure company sales literature is current and up-to-date.

Demonstrates support to the Epes Logistics, Inc. Quality Management System and its objectives, as applicable.

Work with the Director of Operations to establish and promote a true quality improvement process to include the Quality Management System at the company with the involvement of all personnel.

Perform other duties as become necessary or assigned.

• Development of new business opportunities
• Employee Relations
• Problem Resolution
• Strategic Planning
• Intra-company integration—coordinating and pulling all resources/departments together to solve concerns and training needs

• Two new accounts or carriers for dedicated lanes per week.
• Achieve baseline gross margin objectives.
• Profitability of ongoing operations.
• Assist in maintaining A/R at least 87% current.
• Meet and/or exceed budget and operating ratio objectives.
• Identify areas needing improvements and implementing corrective measures.
• Monitoring costs effectiveness to ensure profitability of ongoing operations.
• Effectiveness of employee relations; employee development and training.
• Customer retention.
• Contributing to the overall Operating Performance of the Company
• Adherence to budget in areas of responsibility
• Quality of Input to Corporate and Departmental Objectives. Identifying areas of improvement and development of corrective measures.
• Employee Development and Retention
• Maintain a positive behavior standard by acting and communicating in a manner that is professional and helps you get along with customers, clients, co-workers and management.

• None at this time.

Company Description

Epes Logistics Services, Inc (ELSI) is a transportation logistics organization dedicated to growth and leadership in the industry. With services including transportation management, LTL and truckload movement, and detailed management reports, we focus on continuous improvement and customer value. Founded in 1931, Epes is based in Greensboro, North Carolina and believes in employee growth and process improvement as drivers of success.

POSITION SUMMARY

The overall responsibility of the Business Development Director of Sales for Epes Logistics Services, Inc. is to manage and develop new and existing accounts in order to grow business in an organized and profitable manner.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other duties may be assigned.

Create a list of prospective customers based on information from newspapers, business directories, industry-related associations, industry ads, Internet Web-sites, internal sales leads, and other various sources. Possible former customers will be targeted. Determine validity of accounts and/or prospects through telemarketing.

Travel throughout territory (and other assigned areas) to call on existing and prospective customers.

Enhance and develop new business opportunities for Epes Logistics and Epes Freight Management.

Interact with internal corporate-wide sales personnel to develop joint account strategies.

Develop a target account list that will be subject to continual additions.

Maintain accurate and up-to-date sales records including weekly itinerary and sales call updates.

Conduct appropriate number of on-site sales calls per week to achieve baseline gross margin objectives.

Determine unprofitable or below-market rates within customer rate schedule and propose increases or adjustments as needed.

Assist in the development and monitoring of the Sales and Marketing strategic plan.

Determine and evaluate customer needs, prepare sales presentations, negotiate and formulate rate proposals, provide needed customer service follow-up, and prepare sales correspondence as needed.

Resolve customer concerns and complaints.

Develop and implement processes through the use of technology to partner with customers.

Review A/R report weekly and assist accounting in collections whenever possible.

Secure information from key staff personnel in other departments in reference to sales leads and current customer performance (and companies).

Work on special projects as needed.

Provide Director of Operations with an annual list of goals to be obtained.

Ensure company sales literature is current and up-to-date.

Demonstrates support to the Epes Logistics, Inc. Quality Management System and its objectives, as applicable.

Work with the Director of Operations to establish and promote a true quality improvement process to include the Quality Management System at the company with the involvement of all personnel.

Perform other duties as become necessary or assigned.

• Development of new business opportunities
• Employee Relations
• Problem Resolution
• Strategic Planning
• Intra-company integration—coordinating and pulling all resources/departments together to solve concerns and training needs

• Two new accounts or carriers for dedicated lanes per week.
• Achieve baseline gross margin objectives.
• Profitability of ongoing operations.
• Assist in maintaining A/R at least 87% current.
• Meet and/or exceed budget and operating ratio objectives.
• Identify areas needing improvements and implementing corrective measures.
• Monitoring costs effectiveness to ensure profitability of ongoing operations.
• Effectiveness of employee relations; employee development and training.
• Customer retention.
• Contributing to the overall Operating Performance of the Company
• Adherence to budget in areas of responsibility
• Quality of Input to Corporate and Departmental Objectives. Identifying areas of improvement and development of corrective measures.
• Employee Development and Retention
• Maintain a positive behavior standard by acting and communicating in a manner that is professional and helps you get along with customers, clients, co-workers and management.

• None at this time.