Job Description
Position Description:
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Our client is a Top 100, asset-based third-party logistics (3PL) provider. This family-built company has over 50 years of operational history specializes in port-to-shelf supply chain solutions, port drayage, cross-docking, dedicated fleet operations, and high-volume retail fulfillment across more than 1.5 million square feet of distribution space with major distribution hubs near key U.S. ports, including Seattle/Tacoma, WA, Los Angeles/Inland Empire, and Charleston, SC.
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The 3PL company is seeking a high-performing sales leader and genuine hunter to drive exponential growth. In this individual contributor role, the Vice President of 3PL Sales in Charleston SC will identify, develop, and convert high-value contract warehousing and transportation opportunities across the United States. This role requires extensive local and regional travel.
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Qualified candidates MUST have prior experience selling 3PL warehousing AND transportation services. This person must demonstrate skills in targeting, lead generation, sales promotion and marketing, direct sales, pipeline and customer relationship management, solution and proposal development, pricing/ costing, and sales training and management.
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Primary Responsibilities:
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- Lead direct sales efforts to generate new business for 3PL warehousing and transportation services in key customer verticals, including Retail, CPG, OEM parts, Technological, Industrial, and related industries.
- Prospect for leads by via trade shows, networking, cold calling, referrals, and social media.
- Capture and track leads in CRM and build target lists from shows, networking, ZoomInfo, and retail.
- Utilize a consultative sales approach to discover customer needs and develop 3PL solutions options.
- Develop and manage the sales pipeline required to meet the annual new business and client retention goals.
- Collaborate with internal resources and directly manage the sales process, including lead generation and qualification, contact management, proposal development and RFP response, presentation and closing.
- Create and present professional, effective, and profitable customer proposals.
- Close sales and achieve company goals for revenue growth and margin expectations.
- Stay informed of and work to maximize utilization of warehouse facilities, personnel and trucking assets.
- Support marketing efforts to develop sales collateral and presentation materials and advertise across multiple channels, including company website, tradeshows and conferences, industry influencers, digital and social media.
- Implement systems to support sales management (CRM) and establish customer metrics for reporting.
- Work effectively with internal and external resource teams to ensure service delivery and customer satisfaction.
- Stay informed of industry news and trends, and market opportunities.
- Provide company leadership with direct input on 3PL growth strategy and business development plans.
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Minimum Position Requirements:
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- Minimum of 7 years of sales experience, ideally within contract logistics.
- Hands-on warehouse experience is a must, with a general understanding of pick, pack, ship, and warehouse inventory functions.
- Proven success winning new customers and generating measurable revenue, with strong prospecting, presentation, and closing skills.
- Exceptional skills and experience in targeting, lead generation, sales promotion and marketing, direct sales, pipeline and customer relationship management, solution design, pricing/ costing and proposal development, presentation and negotiation, and sales training and management.
- Strong network and awareness of key manufacturers and distributors, especially around the territory.
- Excellent communication and presentation skills and expertise in consultative selling methods.
- Ability to facilitate and motivate teams to produce innovative logistics solutions that meet customer needs within tight timeframes and contribute to building a positive work environment.
- Proficient computer skills with PC-based desktop applications, such as Microsoft Office (PowerPoint, MS Word, MS Excel), email, and web-based meeting and presentation applications, as well as CRM.
- Basic knowledge of supply chain execution systems, especially for transportation and warehouse management.
- Comfortable traveling and operating independently to customer locations, trade shows, and sites, on short notice.
- Bachelor’s degree in a business-related field, or an equivalent combination of education and work experience.
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The above is intended to describe the general content of and requirement for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or requirements.