Corona, California

**Description:**

Job Title: Vice President, Sales – DCC

Reports To: Senior Vice President of Sales

Direct Reports: Strategic Account Executives

Position Summary:

The Vice President, Sales – DCC is responsible for developing and executing a successful sales strategy which will achieve the region’s revenue and profit goals. This will include managing major customer accounts and relationships in the area. This position will have management responsibility for up to ten sales executives and sales support associates.

The VP, Sales – DCC will be expected to achieve an annual quota based on area and region goals.

Major Responsibilities:

People Management

• Recruit, manage, motivate, coach, and develop staff.

• Manage available resources to meet business objectives.

• Monitor the performance of staff based on appropriate evaluation methods and target setting; initiates corrective measures to improve performance.

• Identify training needs and development of training programs and monitor application of trainings and progress.

Customer Relationship Management

• Thinks from the customer perspective and aligns all measures to meet customer needs and increase customer satisfaction and loyalty; seeks permanent ways to add value to customer relationships.

• React rapidly to customers / accounts that are in jeopardy of cancelling their contract with churn prevention programs and win-back measures.

• Develop cross-selling and up-selling opportunities and improve customer relationship platform.

• Explores innovative approaches to addressing specific customer needs and resolving issues.

Business & Key Account Sales

• Coordinate sales processes on an area level in accordance with the corporate strategy.

• Prepare detailed sales plan and targets for all products and services in accordance to the Business Plan / Growth Plan and design various sales tactics.

• Account planning activities (bottom-up planning process coordination with other areas / regions) and development of planning methods.

• Advocate and execute new sales promotions in cooperation with the Product Management and Marketing groups.

Strategy & Planning

• Set up customer oriented and segment specific marketing and sales plan.

• Conduct a thorough analysis of the market situation (including: environmental, competitive, market, customer).

• Develop prospecting and sales strategies that meet business objectives by incorporating markets and customer segments, competitive issues, trends in the industry and external environment.

• Leverage tactical marketing programs to meet objectives (products, pricing, retention programs, etc.).

• Monitor results of programs and market conditions and make appropriate changes.

Growth

• Proactively identify, pursue, and maintain a constant pipeline of potential customers via prospecting, networking and referral activities within a regional market. Evaluate each growth opportunity against PL’s current service line expertise and plans for future focus.

• Capitalize on PL’s current market sector knowledge and lead efforts to diversify into strategic verticals.

• With a thorough understanding of the customer’s business model, identify and propose logistics solutions to customers utilizing PL’s products and services.

• Take the lead in negotiating and closing deals by uncovering and addressing objections and concerns from the customer.

• Develop broad and executive level networks through professional organizations, media and speaking engagements and industry conferences.

**Qualifications:**

Job Qualifications:

• 10 years of executive level sales experience or experience in a sales support role with executive level exposure with 5 years of experience managing a successful sales force.

• Working knowledge of operations / supply chain field.

• Bachelor’s degree in Business, Supply Chain Management, or related field.

• Ability to learn and credibly articulate / present PL products and services to C-Level executives both verbally and in writing.

• Ability to connect and build rapport / relationships with internal and external customers at all levels.

• Ability to understand problems quickly and makes effective recommendations.

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

• Financial acumen and the ability to interpret and effectively communicate pricing data to internal and external customers.

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

• Ability to clearly define goals and follow through to successful completion.

• Willingness to travel as necessary, work the hours necessary to accomplish the job duties, 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.

Penske utilizes a Competency Model to help associates align their behaviors with Penske’s culture and values. The following competencies and functional expertise are required for the Director of Sales.

Core Competencies: Leadership Competencies:

Focus on customers Develop others

Take responsibility Build teams

Communicate effectively Promote high standards

Behave ethically Demonstrate leadership

Drive process improvements Champion ideas

Achieve results

Think big

Create opportunities

Foster diversity

Required Functional Expertise:

Penske Logistics Sales Cycle – Ability to successfully execute the sales process from beginning to end to generate revenue growth for Penske Logistics. The following skills are associated with successfully executing the sales process:

• Strong Goal Clarity

• High Achievement Drive

• Healthy Emotional Intelligence

• Excellent Social Skills

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.

About Penske Logistics

Penske Logistics is a wholly owned subsidiary of Penske Truck Leasing. With operations in North America, South America, Europe and Asia, Penske Logistics provides supply chain management and logistics services to leading companies around the world. Penske Logistics delivers value through its design, planning and execution in transportation, warehousing and freight management. Visit www.PenskeLogistics.com to learn more.

**Work Locations:** 2280 Wardlow Circle Corona, CA 92880

**Primary Location:** United States-California-Corona

**Zip:** 92880

**Job:** Sales/Business Development/Sales Management

**Penske (Oracle) Job Name:** Sales/Business Development/Sales Management

**Req ID:** 2106252

Corona, California

Founded in 1969, Penske Transportation Solutions is an $8 billion transportation and logistics industry leader that employs more than 36,000 associates at more than 1,100 locations worldwide. Whether it’s truck leasing, truck rental or logistics services, we have our customers’ backs. Penske Truck Leasing operates and maintains more than 326,000 vehicles, and provides full-service truck leasing, commercial and consumer truck rentals, and truck maintenance programs for commercial fleets large and small. Penske Logistics provides supply chain management and logistics services to leading companies around the world. Simply put, Penske moves lives and businesses forward.

 

Here, we support our country’s servicemen and women by offering a military discount on truck rentals at more than 2,400 convenient locations. But, it doesn’t stop there. We realize America’s veterans possess the unique skills and strong work ethic that lead to success. That’s why we make it our mission to hire thousands of veterans for the amazing career opportunities we offer. Consider a career with us. We’re always looking for veterans, like you, to join our team in a variety of roles, including as diesel technicians where you’ll use today’s cutting-edge technologies to take care of our customers – from individual consumers to some of the world’s leading companies. That’s not all. You could also join our team as a professional truck driver, fleet maintenance supervisor, operations management, as well as in logistics and supply chain operations. We’re proud of our commitment to hiring veterans and active Guard and Reserve personnel, and have received numerous awards for our support. Apply today at https://penske.jobs/veterans/

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