Capacity Sales - VP

This position is subject to CRST's non-solicitation and non-disclosure agreement.

Job Family:

Sales professionals are responsible for identifying and developing potential or existing customers, communicating effectively, and persuading them to buy products or services. They create a positive selling environment and build strong customer relationships. Salespeople may use various strategies to close sales, such as highlighting features and benefits, demonstrating products, and offering promotions or discounts. Effective sales professionals need strong communication, interpersonal, and negotiation skills, along with a solid understanding of the products they sell. They must also handle rejection well and manage their time efficiently to meet sales targets.

Job Summary: 

The Capacity Sales - VP identifies and prospects potential customers, develops and implements sales strategies, manages the entire sales cycle, and builds strong relationships with clients to support business growth and profitability. This role also involves understanding customer supply chains, negotiating contracts, managing customer needs, and staying informed about market trends to adjust sales strategies accordingly.

Essential Duties and Responsibilities:

• New Business Development - Identify and prospect potential customers through cold calling, networking events, referrals, and research. Develop and implement sales strategies to expand the customer base in assigned regions  
• Supply Chain Analysis – Understand customer’s supply chains and identify areas of opportunity
• Value Proposition – Develop and articulate a clear customer value proposition
• Targeted Outreach – Develop targeted lists, call strategies, and messaging to drive new business opportunities
• Negotiation – Negotiate rates and contracts in CRST’s best interest
• Customer Management – Manage customer needs while balancing them with company priorities
• Sales Goals – Achieve or exceed sales goals and implement strategies to maximize sales volume and profitability
• Salesforce Management – Manage prospects, opportunities, sales activity, and account information in Salesforce.com
• Sales Cycle Management - Manage the entire sales cycle from lead generation to closing. Conduct needs assessments, prepare and present sales proposals, negotiate terms, and secure contracts  
• Relationship Management - Build and maintain strong relationships with prospective clients, including transportation managers, logistics coordinators, and supply chain professionals. Act as a trusted advisor and position CRST as the preferred solution provider  
• Market Analysis and Competitor Research - Stay informed about market trends and competitors’ activities. Conduct regular market analysis to identify growth opportunities and adjust sales strategies. Report on market conditions, customer feedback, and competitor pricing to make informed recommendations  
• Networking - Identify customer stakeholders and build connections to drive consensus for deals. Work with internal stakeholders to maximize deal success

• Accountability & Reliability – Maintain regular and reliable attendance while performing other duties as assigned to support team and business needs

Requirements:

• High School Diploma or GED

Preferred: 

• Bachelor’s Degree
• Ownership - Take initiative, work independently, and maintain a relentless drive to achieve results with minimal supervision 

Work Location: The work location for each position will be decided during the hiring process, based on business needs and job requirements.

The CRST Core Values: Safety at the Core of All We Do – Integrity in Every Decision and Action – Commitment to the Success of Employees, Customers, Agents, Contractors, and Communities.

EEO Statement: All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.