Head of Sales, Central Area, US

Air Express International - Chicago, IL

Full-time - Senior

Chicago, IL

Air Transportation

About the position

The Director of Field Sales for the Central Area is responsible for driving revenue growth, enhancing customer retention and acquisition, and increasing lead conversion within a defined geographic region. This role involves strategic planning and implementation of field sales strategies that align with business objectives and financial goals.

Responsibilities

• Contribute to the development of field sales strategy, including sales forecast, budget, and manpower plans.
• Develop comprehensive plans for a defined geographic region, product line, or market segment to generate leads, manage accounts, and close sales through a field sales team.
• Conduct market analysis, leverage market intelligence, and identify prospective customers to build relationships and generate future sales.
• Evaluate customer business needs and provide recommendations on appropriate products/services.
• Lead the development and delivery of major sales bids, presentations, proposals, and product demonstrations to key customers.
• Drive pursuit of major prospects, leading negotiations and structuring terms of sale.
• Lead implementation planning and execution of marketing campaigns to support customer acquisition and retention programs.
• Collaborate with internal teams to resolve customer issues and enhance sales.
• Support field sales representatives in securing critical sales in key or complex accounts.
• Provide direction and supervision to the team, assigning work and managing performance.
• Recruit, motivate, develop, and coach team members.

Requirements

• Bachelor's degree in a relevant field.
• Minimum of 8 years of experience in sales, focusing on new business development and account management.
• Proven track record in delivering sales results and achieving targets.
• Proficiency in people management, including recruitment and performance management.
• Strong knowledge of value-added services and sales proposals.
• Experience in contract negotiation, CRM, customer acquisition, and sales forecasting.
• Entrepreneurial mindset with the ability to drive business processes and strategy.
• Excellent project management and stakeholder management skills.
• Exceptional influencing and negotiation skills.
• Familiarity with DHL business knowledge and processes is advantageous.