Director, Automotive Field Sales, Automotive Freight Forwarding and Logistics

Our Company

 

UTi Worldwide Inc. is an international; non-asset based global integrated logistics company providing air and ocean freight forwarding, contract logistics, customs brokerage and other supply chain management services.  The company serves a large and diverse base of global and local companies, including customers operating in industries with unique supply chain requirements such as the pharmaceutical, apparel, chemical, automotive and technology industries.  The company seeks to use its global network, proprietary information technology systems, relationships with transportation providers and expertise in outsourced logistics services to deliver competitive advantage to each of its customers’ global supply chains.

 

Career Opportunity

The Director of Customer Solutions (DCS) is an executive-level sales role that has a client network in the industry. This position will be located in Chicago, IL. This regional position is designated to sell business within the automotive OEM and Tier 1 and 2 Supplier markets. The DCS is primarily focused on selling logistics solutions, including freight forwarding, contract logistics, customs brokerage and other value added services to global accounts.  The DCS plays an important role in establishing long-term strategic relationships that typically go beyond the sale of a single point solution.  The DCS is given a high degree of autonomy to manage the solution sales process and is supported extensively by the organization.

 

ROLE AND RESPONSIBILITIES

 

Sales Development

·  Develop and execute a comprehensive territory plan aimed at identifying the top regional/industry opportunities and expanding business to both new and existing accounts

·  Identify and develop relationships with key decision makers at all levels within an account

·  Understand the customer’s buying process and identify all influences

·  Understand the customer’s business (strategically, operationally, financially)

·  Work closely with customers to intimately understand their needs (pains)

·  Work across UTi to create custom solutions that deliver value to customers

·  Qualify and quantify potential growth opportunities

·  Leverage company resources (solution experts, industry experts, operations, executive support) to assist in developing account

·  Maximize cross-selling by lending solution/industry expertise to assist related accounts

·  Communicate sales development plans and status to management

·  Maintain an open dialogue with the account executive sponsor and keep the sponsor engaged in the account.

·  Provide timely and accurate revenue and profitability forecasts

·  Participate in the development of corporate business plans

·  Participate in the organization of customer forums and related events

·  Follow UTi’s solution selling process

 

Post-Sale Account Management

·  Maintain close involvement with account post-sale to proactively identify additional opportunities, competitive threats and operational issues

·  Successfully transition account to operations

·  Support implementations by providing input for SLAs

·  Further develop account relationships for additional revenue opportunities

·  Support customer satisfaction surveys and SLA (Service Level Agreement) audits

·  Work closely with Operations to deliver high level of service to customers

·  Help escalate any unresolved issues or risks before they materially impact UTi

·  Effectively manage any issues that arise

 

Requirements

·  A minimum of 7 to 10 years of selling experience to the automotive industry in Forwarding and Logistics

·  Strong existing client relationships in the market place

·  Proven success of Large Client Selling

·  Director, VP and C level selling experience

·  Global account management and interface

·  Advanced selling skills

·  Management experience

·  Consultive/Strategic selling experience

·  Operational experience in Freight Forwarding a plus

·  College Education