Vice President - Field Sales (Logistics)

Position Summary:  
Penske Logistics is a leading provider of logistics and supply chain solutions, offering services such as supply chain management, warehousing, and transportation management. We leverage advanced technology and industry expertise to help businesses streamline their logistics operations and improve efficiency. At Penske, we support many industries; we don’t just move goods, we move lives and businesses forward. We don’t just understand our customers’ business; we are embedded in them.

Penske Logistics Vice President, Sales is responsible for market penetration, implementing and executing the company sales strategy across all product lines to achieve the Company’s revenue and profit goals.  This will include managing major customer accounts and relationships in the area.  This position will have management responsibility for up to ten sales executives. The VP, Sales will be expected to achieve an annual quota based on company goals. This position reports to our Senior Vice President of Sales.

Qualified candidates for this role will have at least ten years of executive-level sales experience, and at least 5 years successfully managing a sales team. Optimal candidates will have demonstrated experience in, or a very strong understanding, of supply chain and transportation operations. Strong communication skills, executive presence, and the ability to connect and build rapport across all levels are essential.

This position can be based out of one of our core Logistics offices: Reading, PA; Dearborn, MI; Beachwood, OH, or Duluth, GA. Relocation Assistance may be considered for highly qualified candidates. 

Major Responsibilities:  

People Management    
• Recruit, manage, motivate, coach, and develop staff.
• Manage available resources to meet business objectives.
• Monitor the performance of staff based on appropriate evaluation methods and target setting; initiates corrective measures to improve performance.
• Identify training needs and monitor application of trainings and progress.
Customer Relationship Management    
• Thinks from the customer perspective and aligns all measures to meet customer needs and increase customer satisfaction and loyalty; seeks permanent ways to add value to customer relationships.
• React rapidly to customers / accounts that are in jeopardy of cancelling their contract with churn prevention programs and win-back measures.
• Develop cross-selling and up-selling opportunities and improve customer relationship platform.
• Explores innovative approaches to addressing specific customer needs and resolving issues.

Business & Key Account Sales    
• Coordinate sales processes on a region level in accordance with the corporate strategy.
• Prepare detailed sales plan and targets for all products and services in accordance to the Business Plan / Growth Plan and design various sales tactics.
• Account planning activities (bottom-up planning process coordination with other areas / regions) and development of planning methods.
• Advocate and execute new sales promotions in cooperation with the VP Sales Strategy, Product Management and Marketing groups.

Strategy & Planning
• Set up customer oriented and segment specific marketing and sales plan.
• Conduct a thorough analysis of the market situation (including: environmental, competitive, market, customer).
• Develop prospecting and sales strategies that meet business objectives by incorporating markets and customer segments, competitive issues, trends in the industry and external environment.
• Leverage tactical marketing programs to meet objectives (products, pricing, retention programs, etc.).
• Monitor results of programs and market conditions and make appropriate changes.

Growth
• Proactively identify, pursue, and maintain a constant pipeline of potential customers via prospecting, networking and referral activities within a regional market.  Evaluate each growth opportunity against PL’s current service line expertise and plans for future focus.
• Capitalize on PL’s current market sector knowledge and lead efforts to diversify into strategic verticals.
• With a thorough understanding of the customer’s business model, identify and propose logistics solutions to customers utilizing PL’s products and services.
• Take the lead in negotiating and closing deals by uncovering and addressing objections and concerns from the customer. 
• Develop broad and executive level networks through professional organizations, media and speaking engagements and industry conferences.
 

Job Qualifications: 
• 10 years of executive level sales experience or experience in a sales support role with executive level exposure with 5+ years of experience managing a successful sales force.
• Working knowledge of operations