Sales And Service Manager - ATS Specialized, Inc.

 

Summary

The Sales and Service Manager is responsible for generating new sales within the assigned book of business and the management of the Account Representatives. Responsible for staffing and directing the assigned Accounts Representatives, establishing strategies and implementing plans to expand the current customer base and penetrate new opportunities.

Essential Duties and Responsibilities

1. Manage the day-to-day operations of the account representatives on your team.
2. Ensure adequate freight is available on an as-needed basis for ATS assets.  
3. Grow number of active shippers within assigned region and continue focus on account/revenue/load count growth.
4. Partner with Human Resources in the recruiting, interviewing, selection, on-boarding, and training of new employees.
5. Provide effective employee performance management utilizing SMART goals, timely and constructive feedback, coaching for improvement, and progressive discipline.
6. Partner with the Director of Accounts to own and manage the ATS Customer Experience Map.
7. Partner with the Director to effectively manage the annual operating budget, cost center, AP and AR.
8. Manage effective prospecting and identification of potential new customers.
9. Respond to customers' requests for service and resolve customer issues.
10. Hold staff accountable for accurate load information as it relates to driver satisfaction.
11. Hold staff accountable to contact existing or inactive customers to sell ATS services through inside sales efforts.
12. Work with ATS Logistics on a continual basis and ensure the quality and quantity of freight is being covered at a high service level.
13. Constantly attempt to increase the efficiency of freight hauled by planner interaction.
14. Implement a process to reduce workflow queues within the group.
15. Work collaboratively with Operations to effectively manage truck productivity related to planning, driver home time needs and pre-assignment of trucks before they are empty.
16. Act as a mediator and point of escalation between the customer and rep, when necessary, to ensure professional, courteous service is being always given.
17. Work hand in hand with Sales, Operations and the National/Corporate Accounts team to ensure the customer fits the current strategic model.
18. Integrate a system to allow the reps time for prospecting. Encourage staff to continually attempt to strengthen and enhance the customer base through prospecting and courtesy calls.
19. When needed, assist staff in contacting existing or inactive customers to sell ATS service to them.
20. Occasionally make outside sales calls as needed to effectively manage the customer base.
21. Demonstrates, by their daily actions, ATS Mission, Vision, and Values in a consistent, effective, and reliable manner.
22. Support ATS' culture by aligning actions, behaviors, performance, and decisions in accordance with the Company's values as set forth in our All-Employee Competencies.
23. Carry out managerial and leadership responsibilities in accordance with ATS' policies and applicable laws.
24. Perform key All-Manager Responsibilities; Deliver High Business results, Build the Right Team, Manage for Optimal Performance and Develop Talent for Growth.
25. Complete work responsibilities outside of normal business hours as needed and infrequent travel may be required. 
26. Perform other duties and responsibilities as assigned.

Education and Experience

1. A minimum of a two-year business degree from an accredited college or university or equivalent work experience preferred.
2. Two to four years of experience leading a team of individuals in a customer service and /or sales-based environment.
3. Strong understanding of the commercial transportation and asset productivity industries with strong working knowledge of sales operations, business planning, or sales support management role.
4. Strong knowledge of budgeting, forecasting sales, profit & loss statements and accounting required.
5. Outstanding coordination, facilitation, consultation, and conflict resolution skills.
6. Strong interpersonal skills; able to establish trust and rapport with all levels of staff.  Able to relate effectively to diverse cultures, including senior leadership.
7. Excellent organizational skills and ability to manage and prioritize workload in a fast-paced environment.
8. Demonstrated ability to influence and work in a cross-functional team environment.
9. Ability to negotiate skillfully in challenging situations with both internal and external customers.
10. Strong planning and problem-solving skills; able to identify and resolve problems in a timely manner.  Able to gather and analyze information and develop alternative solutions.
11. Must demonstrate a proactive commitment to ATS corporate values and the success of all staff.
12. Proficiency in Microsoft Office (Word, Excel, and Outlook) required.
13. Excellent communication skills (written, listening and verbal).
14. Willing and able to travel infrequently, including overnight travel.

Compensation & Benefits:

• The base salary range for this position is $65,000 to $95,000 plus position specific, performance-based incentive program. Base salary offered is determined by relevant experience, education, certifications, and geographic location as compared to others doing substantially similar work.
• Anderson Trucking Service is committed to supporting our employees with a comprehensive benefits package. Employees will have the opportunity to enroll in a variety of benefit programs including health, dental, and vision insurance, as well as a 401k retirement savings plan effective on the first of the month following 60 days of employment. Additionally, we provide paid holidays, paid time off, access to professional development opportunities, wellness programs, and employee assistance resources to our employees. Our goal is to ensure that all employees have the support and resources they need to thrive both professionally and personally.