Position Summary:

The Director of Sales of Brokerage is responsible for leading the sales effort for a team of sellers or sales managers within Penske Logistics Brokerage. The Director of Sales of Brokerage will also successfully execute the sales process to generate revenue growth through initiation and development of business opportunities at the enterprise level across all Penske Logistics Brokerage services. This position will be expected to perform to an annual quota set by, and agreed to, with their respective Vice President or Head of New Business Development of Brokerage.

Major Responsibility:

Growth/Strategy

• Lead sales strategy efforts within Penske Logistics Brokerage

• Responsible to help sellers extend or renew existing contracts before or upon contract expiration, as well as identify opportunities for customer growth in new geographic locations, new industries, or with additional products and services.

• Work with sellers to gain and maintain access to decision-makers via a disciplined and structured prospecting regimen.

• Manager a team of sellers who pursue a balanced portfolio of Penske Logistics products and services as determined by the regional business plan; evaluate each growth opportunity against current service line expertise and plans for future focus.

• Capitalize on Penske Logistics current market sector knowledge and participate in lead efforts to diversify into strategic verticals.

• With a thorough understanding of the customer’s business model, collaborate with the other Product Line Managers/Sales leaders to identify and propose logistics solutions to customers utilizing Penske Logistics products and services that translate into closed, contracted business deals.

Customer Focus

• Develop comprehensive understanding of the customer’s business model and their unique challenges to growth or competitiveness.

• Establish relationships with strategic customers with decision making authority and / or influence.

Internal Business Partnerships

• Work with other sales leaders involving the Product Line Manager and General Manager / Area Vice President at various stages according to the Penske Logistics deal process.

• Develop strategic partnerships with Penske Truck Leasing and inside the Penske Logistics organization; utilize influence and persuasion skills to ensure that deals receive appropriate internal approvals.

• Participate in, and play a leadership role within, account management teams, working closely with Operations, Product, Engineering / IT, and Finance participants.

Reporting

• Ensure direct reports accurately track growth opportunities through a Customer Relationship Management (CRM) tool.

• Take the lead in communicating direction and progress / status of deals to senior leadership.

• Other projects/tasks as assigned by supervisor.

Qualifications:

• Bachelor’s degree required in Business, Supply Chain or other related fields.

• Minimum of 10+ years’ experience in executive level sales or experience in a sales support role with executive level exposure to customers, preferably in a third-party logistics selling environment.

• Minimum of 10+ years’ experience in strategic selling techniques, including previous experience in articulating / presenting multiple products and services to C-level executives both verbally and in writing.

• Customer focused and highly collaborative with ability to connect and build rapport / relationships with internal and external customers at all levels.

• Intermediate skill in the operation of variety of computer software programs, including Microsoft Word, Excel, PowerPoint, Outlook, and Sales CRM

• Strong organizational skills, time management skills, and the ability to prioritize multiple projects / work streams with ability to meet tight deadlines.

• Regular, predictable, full attendance is an essential function of the job.

• Willingness to travel as necessary, work the required schedule, work at the specific location required, complete Penske employment application, submit to a background investigation (to include past employment, education, and criminal history) and drug screening are required.

Physical Requirements:

• The physical and mental demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• The associate will be required to: read; communicate verbally and/or in written form; remember and analyze certain information; and remember and understand certain instructions or guidelines.

• While performing the duties of this job, the associate may be required to stand, walk, and sit. The associate is frequently required to use hands to touch, handle, and feel, and to reach with hands and arms. The associate must be able to occasionally lift and/or move up to 25lbs/12kg.

• Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.

Penske is an Equal Opportunity Employer

Job Function: Field Sales

Job Family: General Administration

Address: 500 W MADISON ST STE 1180

Primary Location: US-IL-Chicago

Employer: Penske Logistics LLC

Req ID: 2403983