Divisional Sales Manager

Purpose of this Position: As a Divisional Sales Manager for McLeod Software, you will be responsible for driving New Business acquisition sales and expanding market share within the assigned territory.  You will pursue leads generated by your team’s Business Development Representative as well as through your own prospecting to create new leads for large to mid-market transportation and logistics companies.  You will also have Two Regional Sales Managers reporting directly to you.   You must manage, collaborate, motivate, and guide these team members to exceed their monthly and quarterly revenue targets.  Candidates for this position should be able to use consultative selling skills to understand the prospect’s business requirements, recommend appropriate McLeod Software products, and demonstrate the benefits of those products in order to acquire new customers profitably and boost top-line revenue growth.  You will be responsible for attending State Association and National conferences on behalf of McLeod.  As the DSM you are responsible for managing CRM activity for your opportunities as well as overseeing the activity of your direct reports (RSM’s). 

 

Essential Duties and Responsibilities include the following. Other duties may be assigned. 

 

• Add incremental business revenue by bringing new customers to McLeod Software via product presentations both in-person and over the Web.
• Consistently exceed revenue quota each month
• Employ defined sales process to close sales.
• Prospect on a regular basis by oneself, minimum of 25 new prospecting calls/week.
• Travel 50% per month
• Attend and participate in various state and national conferences.
• Demonstrate McLeod Software in person and via the web to new sales prospects.
• Follow up on leads and report findings.
• Become involved with State Trucking Associations; network and build presence in region.
• Ability to travel up to 50% depending on needs of the business.
• Sales reporting as required by sales management (CRM, commission worksheets, weekly pipeline updates, travel schedule, Concur expense reports, etc.)
• Promote financing through McLeod Financial Solutions
• Meet with / assist customers at annual McLeod Software Users Conference
• Involve Sales Services on more complex and/or non-standard opportunities.

 

Competencies:

Excellent written and verbal communication skills with the ability to plan, organize and set attainable goals. Collaborative and interpersonal skills within a sales environment, creating and maintaining professional relationships. Ability to negotiate and close business with prospective customers.

 

Education/Experience:

Bachelor’s degree from a four-year college or university and/or a minimum of 5 years of outside business development experience, selling and presenting to C-Suite prospects/customers. Experience working and following defined sales processes (technical or complex software sales experience is preferred)

 

Computer Skills:

To perform this job successfully, an individual should have excellent software skills and experience with Microsoft Word, Excel, PowerPoint, and CRM entry. Experience with virtual meeting technology (Teams, Zoom, WebEx, etc.) is preferred.

 

About Us 

Since 1985, McLeod Software has provided powerful transportation management and trucking software solutions to the trucking industry. These solutions, developed entirely by our company, are comprehensive and support integration with a broad array of complimentary logistics products. 

We are the leader when it comes to software for trucking dispatch operations management, freight brokerage management, fleet management, document imaging, workflow, EDI, and business process automation solutions for trucking, freight brokerage, third party logistics, and shipper companies in the United States. 

With an established base of more than 1,200 active customers throughout North America, McLeod Software is dedicated solely to the transportation industry. This focus means we have a deep understanding of the needs and intricate details involved in carrier, broker, and freight management businesses of all types.  

Participation in the trucking and brokerage industry is extremely important to McLeod Software. We have always believed that we benefit beyond our investment from our active participation in the industry's most important organizations. In addition to national organizations like the ATA, TCA, TIA, AFTC, NTTC, and NPTC we belong to and participate in over 20 state and regional organizations.