District Sales Executive

District Sales Executives are responsible for driving new business development. Our Sales Executives are competitive and tenacious. They focus on understanding our customers’ supply chain and providing solutions that will deliver value.

EXPECTATIONS & RESPONSIBILITIES

Commitment & Leadership

• Exhibits attributes of professionalism, attention to detail, teamwork, and commitment to personal development.

• Demonstrates strong business acumen.

• Builds collaborative relationships in the workplace and with customers.

• Leads by example.

• Driven to win and close business.

• Possesses strong communication, organization, and analytical skills.

• Holds themselves accountable for achieving results.

Business Plan, Strategy & Goals

• Develops business plans and goals.

• Understands and applies the Expeditors sales strategy, structure, and Team Selling process.

Personal Development

• Completes training map and participates in ongoing training for continuous development.

• Participates in mentorship for guidance and coaching.

• Continuously seeks feedback and improvement.

• Possesses strong knowledge of Expeditors’ history, products, services, and technology solutions.

• Exhibits excellent presentation skills.

Territory & Opportunity Management

• Fully understands all aspects of their territory: prospects, industries, competitors, and market dynamics.

• Develops and manages opportunity pipeline from leads to closure.

• Maintains a robust leads management and prospecting program that enables a healthy sales pipeline.

• Leads discussions to develop account strategy for potential customers.

• Employs Team Selling process to close business.

• Contacts prospects and targets at the proper cadence to keep opportunities moving through the pipeline.

• Meets with new prospects weekly.

• Strategically manages and responds to bids and RFQs

• Utilizes Sales Operations, Account Management, and Product Operations to drive efficiency in order to spend more time with customers.

• Effectively utilizes Sales Playbooks, Customer Relationship Management (CRM), Market Qualified Leads (MQL), and Sales Analytics.

Team Selling & Value Selling

• Engages product managers in the sales process.

• Understands customer issues and impacts, and sells solutions that benefits our customers.

• Leverages the network to close business.