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SalarySolutions driven success.
XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you’re looking for a growth opportunity, join us at XPO.
As the Region Director of Sales, you will drive the strategy and development of XPO’s solutions including but not limited to: expedited, international/off shore, and other premium offerings to support the needs of our customers. In this role, you will help develop these specific services to allow for market share expansion in these segments, cultivate prudent relationships with senior level customer contacts, and collaborate with sellers across all sales channels to grow these markets. In addition, this role will work closely with our operational teams to drive the most effective method for success in execution.
Pay, benefits and more.
We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability and the opportunity to participate in a company incentive program.
What you’ll do on a typical day:
- Perform as the sales leader in an assigned region, represent upper management and communicate direction to the Local Account Executives
- Support LAEs and SCMs with growing of revenue and profit for all assigned accounts within the region
- Train, teach, coach and mentor new account executives with tailored development plans; help retain experienced and effective account executives in conjunction with the SCMs.
- Understand the industrial makeup and business activity within your geographic region; maintain current knowledge of the competition and their locations, scope of service, pricing actions and competitive strengths and weaknesses
- Utilize reporting tools provided though Salesforce.com, Business Intelligence (BI), etc., to monitor progress, research trends and revenue, and partner with SCMs and RVPs on developing corrective strategies to achieve company goals.
- Following guidance from Sales Enablement on specific KPIs and reports, ensure all SCMs are trained on the use of oneCRM and sales reporting within Looker (i.e. “The Stack) in order to be able to derive insights on Account Executive performance. (In Q3 2023, provide reporting and insights to SCM on LAE performance to ensure access to data and insights on performance.
- Develop and maintain multi-level customer relationships to uncover specific needs and behaviors of key decision makers
- Coordinate market appropriate entertainments/events to drive increased revenue and profit.
- Foster a partnership with Service Center Manager and Regional Vice President to ensure a strong line of communication, work in tandem with Regional Vice President on goals, customer concerns and client strategies.
- Create an environment that fosters strong Sales and Operations collaboration within Region.
- Manage and effectively lead Account Executives through pricing initiatives and escalations
- Collaborate with pricing leadership on key priorities to drive revenue and profit growth within the region
- Conduct ride along with each Account Executive quarterly, closely tied to closed won deals and target accounts.
- Meet with SCMs quarterly and as needed to review performance, concerns, and key opportunities.
- Work with SCM and LAE to troubleshoot challenges with growing revenue in market and / or specific customers or other obstacles to growth.
At a minimum, you’ll need:
- Bachelor's degree or equivalent work or military experience
- 7 years of outside sales and/or business-to-business sales experience
- Experience in transportation industry sales with success in meeting sales goals
- Experience in a sales supervisory or management role
- Availability to work evenings and weekends as necessary
- A valid driver’s license
It’d be great if you also have:
- Experience working in the Less-Than-Truckload (LTL) Industry
- Experience with advanced sales reporting tools such as SFDC, BI, etc.
Be part of something big.
#LI-Remote
Employees are paid within a salary range based on their experience, skill set, and market.
Colorado annual salary range: $148,946 to $186,183
New York annual salary range: $156,039 to $195,048
California annual salary range: $163,131 to $203,914
Washington State annual salary range: $156,039 to $195,048
Actual compensation may vary due to factors such as experience and skill set (e.g., if an applicant far exceeds the minimum and preferred qualifications for the role).
In addition to base salary, employees may be eligible for a sign-on bonus, annual and long-term incentive awards, and an equity buyout award.
The application window is anticipated to close on 4/27/2024.
We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.
All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test.
The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification.
Review XPO's candidate privacy statement here.
