Inside Sales Representative- Logistics

OBJECTIVES & POSITION SUMMARY:

The primary objective is to ensure the growth through the development of business.  The Inside Sales Representative is the Tele-Sales development person responsible for winning business from assigned Customers Base within the assigned Territory.  The position is responsible for maximizing sales (Volume and Revenue) growth from both New & Existing customers through market canvasing, the development of new lane segments, products marketing, and customer support strategies; and achieving specific volume and profitability growth targets in the assigned area(s) of the business.

The Inside Sales Representative is responsible to develop business/sales with a focus on cross-selling ALL of  the products/services including sea freight, airfreight, overland, contract logistics, transloading, customs brokerage, and insurance.

The main priority is fostering New business growth of all products, and management of his/her portfolio within the CRM system and its set requirements & KPIs.

Targets to be determined and assigned by the Sales Director.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Make out going daily calls to customers in the assigned Customer Base and the assigned Territory.
• Has develop the skills and experience to sell Airfreight, Sea freight, Overland, Customs Brokerage, Contract Logistics, Transloading, and Insurance Services.
• Receive all incoming sales inquiries (directly from customers or Operations) for accounts not known to be assigned to a Representative in CRM System.
• Respond to customer inquiries in a timely manner.
• Qualify new accounts and notify Director of Sales should the prospect require Field Sales involvement (according to preset criteria).
• Hunt, Research-for, Develop and Maintain own portfolio in CRM of customers, by performing the necessary sales and service functions.
• Ensure all customers activities are recorded in company CRM system and develop customer intelligence.
• Update CRM System on daily basis, maintain CRM data quality standards, and the Set Goals.
• Perform tele-sales calls and campaigns as guided by Director of Sales.
• Review existing clientele and their current business patterns, contact those clients and help identify further trade lane of alternative business possibilities.
• Liaise with Operations and other departments as needed to resolve customers issues.
• Drive ongoing sales “farming” of existing customers, inclusive of vertical market(s) potential.
• Learn and apply the methodology of onboarding of new customers.
• Be aware of departmental processes, international business practices within the Supply Chain industry to talk confidently about current market conditions and service offerings, compliance and regulatory requirements and changes.
• Communicate with operations and sales representatives to address and resolve customer service concerns.
• Ensure the timely and accurate maintenance of reporting processes within a CRM environment.
• Selectively conducts mutually agreed Quarterly Business Reviews with assigned customers and maintain ongoing communication with customer & Operations to assure expectations are met.
• Participate in defined weekly and monthly sales meetings.
• Other duties as may be assigned from time to time by the Company.

JOB SPECIFICATIONS (MINIMUM REQUIREMENTS):

1. Skill Factors (education, experience, communication, technical, etc.)

• Bilingual (French & English) are a must.
• High School Diploma or equivalent.
• Minimum two years field or inside sales or two years of operational experience
• Knowledge of logistics services including Airfreight, Seafreight, Overland, Customs, Insurance
• Excellent written and verbal business communication skills for communicating with customers, overseas offices, and colleagues.
• Solid PC operational knowledge along with Microsoft Office applications experience; Proficient in Word, Excel, Outlook, and Teams.
• Goal oriented, self-disciplined, and self-motivated to produce results.
• Able to build and maintain lasting relationships with corporate departments, key business partners and customers.
• Ability to input, retrieve and analyze data.
• Must be able to present oneself in a cooperative and professional manner with both internal and external customers and vendors.
• Excellent conflict resolution skills, diplomacy, and tact.
• Ability to handle customer complaints and mediate customer disputes.

2. Working Conditions
   • Works the standard scheduled hours per week; however, job requirements will include additional and/or extended work time as the business dictates.
   • Job may involve some travel by car to customer and prospective customer locations.
   • Job is performed from a designated home office with occasional visits to Canada Headquarters.
   • Telephone and IT tools will be used, thereby requiring some periods sitting in front of a computer screen.