[Hiring] Vice President, Sales @Trimac Transportation

Role Description

Trimac has a focus on sustainable, profitable growth and an acceptable return on capital for the future. A critical element will be the execution of our growth strategy in uncertain environments, increasing the need for full-service solutions for our current and potential customers, and the need to work as one integrated team.

Reporting to the President & COO, the Vice President Sales is responsible for the company’s overall sales strategy and revenue growth initiatives. This includes:

• Current Truckline, National Tank Services, Bulk Plus Logistics operations
• New complementary business opportunities brought forward by the Marketing Team

The development and maintenance of strong relationships with present and potential customers, suppliers, and key contacts in industry associations is critical to the success of the company and this role.

This role interacts with:

• Executives
• Senior management
• Direct reports
• Internal departments
• Legal counsel
• Operating terminals
• Front-line managers
• External agents
• Industry representatives
• Competitors
• Key contacts with current and potential customers

Please note that this position can be based anywhere in North America; however, the preferred work locations are Calgary, Houston, or Edmonton.

Qualifications

• Business Degree with specialization in Sales or equivalent discipline (Master’s Degree preferred)
• 10+ years’ experience in a senior sales, marketing, or operations role with a strong preference for significant transportation and corporate/commercial experience

Requirements

• An experienced leader and sales professional with transportation and supply chain experience
• A strategic visionary with commercial sales skills, analytical ability, good judgment, and strong operational focus
• Strong personal presence, committed team player, resilient
• A decisive individual who possesses a "big picture" perspective, exhibits sound and accurate judgment and makes timely decisions
• Identifies and resolves problems proactively and in a timely manner
• Looks for ways to improve and promote safety, quality, and profitability
• Finds the right balance between solving the needs of the customer and creating value to the company
• Is seen as a strategic partner by customers
• An intelligent and articulate individual who can relate to people at all levels of an organization, be a team player and possesses excellent communication skills
• In-depth knowledge of sales strategies and market research
• Ability to build and maintain long-lasting relationships with customers, through understanding their business and being an effective problem solver
• Strong negotiation skills
• Significant experience with drafting, interpreting, and implementing contracts
• Delegates work assignments, gives authority to work independently, sets expectations, monitors delegated activities, and holds people accountable
• Inspires and motivates others to perform well, accepts feedback from others

Responsibilities

• Developing and implementing both strategic accounts and regional sales planning that is consistent with the overall company strategic plan
• Working with management in the preparation of annual revenue and EBIT objectives
• Selling “One Trimac” services to customers, including truckline, brokerage, and transload services
• Achieving and maintaining revenue targets by ensuring business is solicited in a manner that maximizes the utilization of capital and resources as well as maintaining or enhancing present customer service levels
• Monitoring and reporting on revenue gains and shortfalls, service issues or concerns, customer requests, and potential business including requirements for additional authority/capital or price considerations
• Maintaining rapport with key customers by making periodic visits, exploring their needs and partnering to resolve their problems, elevating the customer throughout the organization, and enhancing customer engagement
• Collaborating with the Service Centers to resolve customer service concerns
• Monitoring competitive activity and other external factors such as government policy, local market trends, etc. which can impact our business and relaying these to the Marketing Team and senior management
• Collaborating with the Marketing Team on competitive action on pricing and market penetration, and selling pricing rates set by that team
• Attending industry events in order to expand business networks and generate opportunities
• Recommending how the company should respond to potential problems and opportunities while maintaining a high standard of ethics and integrity in the conduct of business
• Leading and developing a strong North American Sales team made up of Strategic and Regional Accounts leaders with a focus on finding the balance between solving customer problems and maximizing profitable revenue growth and the efficient use of resources and capital
• Setting and being accountable for the achievement of the Sales teams’ sales plans and budgets
• Enforcing the consistent use of company marketing, pricing and contracts management software, including ensuring the full capabilities of these tools are utilized as appropriate by the company
• Monitoring financial statements, metrics, and reporting trends to improve sales performance and longer-term strategic initiatives
• Maintaining a standout brand, brand awareness, effective utilization of marketing material
• Reviewing the impact of pricing strategies after implementation and partnering with the VP Marketing to ensure continuous improvement on pricing to ensure market competitiveness and profitable revenue growth

Benefits

• Medical, Dental, Vision, Life Insurance, and many more health and wellness benefits
• Paid vacation, sick time, and company holidays
• Paid time off for volunteer activities to help give back to our communities
• Pension Plan
• Tuition Reimbursement Program to achieve your educational goals
• Continuous learning and career development

Safety Commitments

• We make safety a part of every decision
• We make safety personal
• We have the courage to intervene