IndirizzoSales & Operations Manager
The purpose of the Sales & Operations Manager is to manage, grow and expand the company’s customer base as part of providing good service and cost-effective logistics solutions to clients’ transportation needs; as well as achieving established gross margin goals.
Job Type: Full-time
Responsibilities:
- Lead and mentor the Account Manager, Business Development roles and operation roles of the Transportation Brokerage branch, providing guidance and support to maximize performance.
- Generate and identify new opportunities through research, analysis, and discovery.
- Develop a pipeline of new prospects in domestic and international transportation and convert to customers via newly contracted and spot market lanes and growing gross margin.
- Streamline and optimize operational processes to enhance efficiency and reduce costs.
- Review sales activity KPIs and metrics in real time, including revenue, margin, load count, and CRM adherence.
- Responsible for overall growth in volume, revenue, and gross margin from current and new customers.
- Ensure that appropriate sales goals are developed and achieved in accordance with the branch Revenue, Gross Margin, and EBITDA goals.
- Assist the Account Manager and BDM role with the overall growth strategy of each customer.
- Develop and maintain strategic plans for Carrier On-Boarding & Compliance, Carrier Sourcing and Pricing Strategies.
- Maintain an understanding of market conditions and data, using company and market intelligence tools to ensure accurate pricing to customers for all modes of transportation with an eye to ensure growth.
- Ensure Carrier Development and Logistics Coordinator Teams are meeting customers’ KPIs.
- Create a high-performance team atmosphere that fosters innovation, high productivity, and low turnover.
- Manage conflicts, issues, and navigate difficult conversations with customers and employees.
- Ensure that decisions are made in the best interests of the branch and promote cohesiveness amongst staff and overall growth of the branch.
- Ensure that all opportunities and RFPs are managed properly by the AM/BDM Roles.
- Partner with all Business units to support and assist in problem resolution pertaining to customer issues including but not limited to collections, pricing, and service issues.
- Contribute to a healthy work environment while setting the tone of the department to ensure high morale, teamwork, and a positive culture.
- Communicate employee performance levels through formal and informal procedures including biannual evaluations.
- Other duties that may be assigned.
- This position is responsible for the supervision of all current branch personnel (where applicable).
- Bachelor’s degree in business administration or a related field.
- Experience:
- Proven experience and working knowledge of the Brokerage industry, with a minimum of 5 years in a managerial role.
- Strong track record of achieving and exceeding sales targets.
- Industry Knowledge:
- Understanding of both Domestic and International Transportation industry, market trends, and competitive landscape.
- Familiarity with brokerage operational processes within the specific sector.
- Able to interface with varied customers, suppliers, carriers, and vendors.
- Strong negotiation skills.
- Leadership Skills:
- Demonstrated leadership abilities with the capacity to lead and motivate a diverse team.
- Proven experience in building and managing high-performance teams.
- Self-motivated and possess the ability to self-direct work.
- Communication Skills:
- Excellent verbal and written communication skills.
- Ability to communicate effectively with internal teams, clients, and stakeholders.
- Analytical Skills:
- Strong analytical and problem-solving skills.
- Ability to analyze sales and operational data to make informed decisions.
- Strategic Thinking:
- Able to prioritize tasks and the needs of the department.
- A strategic mindset with the ability to develop and implement sales and operational strategies aligned with overall business goals.
- Customer Focus:
- Customer-centric approach with a commitment to delivering high-quality service and maintaining strong customer relationships.
- Adaptability:
- Ability to thrive in a dynamic and fast-paced environment.
- Willingness to adapt to changes and implement innovative solutions.
- Ability to handle flexible work hours and changing workload.
- Team Collaboration:
- Proven ability to collaborate effectively with cross-functional teams, including marketing, finance, and logistics.
- Technology Proficiency:
- Familiarity with company software and tools.
- Strong working knowledge of Microsoft Office Suite products.
- Comfortable with utilizing technology to enhance efficiency and effectiveness.
- Problem Solving:
- Strong problem-solving skills with the ability to make timely and sound decisions.
- Capacity to address challenges and find solutions to improve sales and operational processes.
- Results-Driven:
- Results-oriented with a focus on achieving and exceeding sales and operational targets.
- Ethical Conduct:
- High ethical standards and integrity in all business dealings.
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