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Freight Sales Executive

Livingston International Midwest Full-Time
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Job Description:

The Freight Sales Executive has responsibility for soliciting international freight revenue opportunities by providing transportation solutions and pricing options to existing customers and new prospective customers. This position has territorial sales responsibility to build international freight shipment activity to the large and strategic customer base for intra-country (USA and Canada) and cross-border transportation opportunities. The primary role is to target and communicate with existing Livingston clients where customs brokerage services are currently provided, to generate knowledge and interest for Livingston transportation solutions. The Sales Executive will also dedicate time each week to make outbound prospecting phone calls to non-Livingston customer companies to gain interest for further follow-up. 

The Sales Executive generally targets mid-level to senior-level decision-makers in the Transportation, Logistics, Operational, or Manufacturing departments. Because this role targets large companies with more complex buying structures and responsibilities, strategic planning is a key part of this job description. It is very important that this role does not chase opportunities but creates and develops a sales pipeline. Additionally, since some of the client base will be existing Livingston customers, effectively interfacing and partnering with a different Livingston sales representative is vital. 


Duties and Responsibilities:

  • Identify, promote and sell Livingston international freight solutions to existing large and strategic size customer segments
  • Prospect with the identified sales territory for new customers which fit the customer segment and the Livingston sales plan
  • Determine the critical business issues of the customer and interface as needed with internal Livingston resources to develop a correct service and pricing solution to make a professional sales solution presentation and proposal
  • Interface with customer decision makers in the upper management levels of Transportation and Manufacturing/Operations departments to build on the value already created by the existing Livingston business relationship to create revenue growth
  • Develop and maintain a sales territory development plan, and strategic account plans when appropriate, and communicate them to the Freight Sales Director as requested
  • Focus on the identification and positioning of value to prospects throughout the sales process to best position Livingston, as well as generate an appropriate return on investment (ROI) for the client
  • Follow a structured sales and customer implementation process to ensure efficiency and an improved probability of maintaining the customer long-term
  • Identify, maintain and continually update a list of new prospects through “smart-calling”, networking, referrals, and warm leads as available
  • Timely, accurately and consistently document all required customer activity in the Salesforce CRM tool
  • Achieve monthly and annual sales quota targets for new international freight with existing Livingston customers, and new target customers
  • Maintain a sufficient group of new sales opportunities inside and outside of existing client base
  • Prepare monthly and annual sales reports of account status, tracking key metrics

Qualifications:

  • Strong drive to acquire new business - Hunter mentality
  • Success in large account development, comfortable and effective in working within complex customer organizations
  • Strong strategic and value-selling skills, identifying the solutions and services that Livingston can provide, and expressing the differentiating factors with Livingston’s competitors
  • Ability to research, synthesize and analyze complex and diverse information
  • Understanding of international freight processes, equipment, competitors, and supply chain data
  • Planning daily, weekly, monthly and quarterly schedules to systematically stay in contact with customers
  • Excellent interpersonal and management skills; ability to work collaboratively in a team environment and get along with diverse personalities
  • Results-oriented with high integrity and an ability to motivate self and others


Education and Experience:

  • Experience working with an NVOCC or steamship line for at least 5 years is desirable
  • 5+ years of outside sales experience with a proven track record of success delivering annual sales results around revenue and gross margin targets in complex, solution-oriented customer situations
  • Effective verbal and written communication skills to represent Livingston in a highly professional, competent manner
  • Ability to maintain internal relationships to procure needed information to help accelerate closing deals
  • Any ground or supply chain sales is a plus but not required
  • Ability to travel up to 50%
  • College degree or equivalent

Skills required

Negotiation
Customer Relationship Management
Customer Satisfaction
Relationship Building
Modify Spend Target
Deliver Compelling Sale Presentation
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Livingston International simplifies the complexities of importing and exporting, giving businesses the freedom to focus on their core functions. Clients from across the globe turn to Livingston for world-class customs brokerage, trade consulting, global trade management and freight forwarding solutions. Our clients also rely on us for innovative technology solutions, including the TradeSphere® suite of automation software.

Livingston employs over 3,200 employees at more than 125 key border points, seaports, airports and other strategic locations in North America, Europe and the Far East.

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