Purpose of this Position: The Regional Sales Manager will drive sales growth and expand market share within the upper Midwest territory (MN, WI, ND, SD, MT). As a Regional Sales Manager for McLeod Software, you will be responsible for developing existing and creating new sales opportunities among new prospect opportunities. The successful candidate should be able to use consultative selling skills to clearly understand the prospect’s business requirements and recommend the appropriate McLeod Software solution. Collaborative team selling experience is a plus. Successful candidates will be able to earn trust and obtain agreement throughout the stages of the sales cycle. Excellent communication/presentation skills and the ability to plan, prioritize and set goals are required.
Essential Duties and Responsibilities include the following. Other duties may be assigned.
- Add incremental business revenue by bringing new customers to McLeod Software via product presentations both in-person and over the Web
- Consistently exceed revenue quota each month
- Employ defined sales process to close sales
- Prospect on a regular basis by oneself, minimum of 25 new prospecting calls/week
- Travel 50% per month
- Attend and participate in various state and national conferences
- Demonstrate McLeod Software in person and via the web to new sales prospects
- Follow up on leads and report findings
- Become involved with State Trucking Associations; network and build presence in region
- Sales reporting as required by sales management (CRM, commission worksheets, weekly pipeline updates, travel schedule, Concur expense reports, etc.)
- Promote financing through McLeod Financial Solutions
- Meet with / assist customers at annual McLeod Software Users Conference
- Involve Sales Services on more complex and/or non-standard opportunities
Competencies:
- Excellent written and verbal communication skills with the ability to plan, organize and set attainable goals
- Collaborative and interpersonal skills within a sales environment, creating and maintaining professional relationships
- Ability to negotiate and close business with prospective customers
Qualifications:
- To perform this job successfully, an individual must have at least 5 years of outside sales experience and be able to perform each essential duty satisfactorily. `
- The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education/Experience:
- Bachelor’s degree from a four-year college or university and/or a minimum of 5 years of outside business development experience, selling and presenting to C-Suite prospects/customers
- Experience working and following defined sales processes (technical or complex software sales experience is preferred)
Travel:
- Ability to travel up to 50% depending on needs of the business.
Computer Skills:
- To perform this job successfully, an individual should have excellent software skills and experience with Microsoft Word, Excel, PowerPoint, and CRM entry. Experience with virtual meeting technology (Teams, Zoom, WebEx, etc.) is preferred.
Language Ability:
- Ability to read, analyze, and interpret trade publications, technical documentation, reports, and other documents.
- Ability to respond to common inquiries from customers, peers, or members of the business community.
- Ability to write communications and documentations grammatically correct for routine business correspondence.
About Us
Since 1985, McLeod Software has provided powerful transportation management software solutions to the transportation industry. These solutions, developed entirely by our company, are comprehensive and support integration with a broad array of complimentary logistics products.
We are the leader when it comes to software for trucking dispatch operations management, freight brokerage management, fleet management, document imaging, workflow, EDI, and business process automation solutions for trucking, freight brokerage, third party logistics, and shipper companies in the United States.
With an established base of more than 1,200 active customers throughout North America, McLeod Software is dedicated solely to the transportation industry. This focus means we have a deep understanding of the needs and intricate details involved in carrier, broker, and freight management businesses of all types. Participation in the trucking and brokerage industry is extremely important to McLeod Software.
We have always believed that we benefit beyond our investment from our active participation in the industry's most important organizations. In addition to national organizations like the ATA, TCA, TIA, AFTC, NTTC, and NPTC we belong to and participate in over 20 state and regional organizations.
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