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Summary: The Regional Sales Representative is responsible for managing and developing current and prospective accounts within a defined geographic region, while focusing on providing the highest levels of customer service and operational profitability.
Essential Duties and Responsibilities: include the following. Other duties as assigned
1. Regional Sales Territory – defined as the states of TX, Southern OK, Eastern AR, northern LA.
2. Professionally and profitably represent Melton Truck Lines, Inc. calling on current customers to evaluate and ensure we are providing quality service and timely communications on each shipment. 3. Consistently promote on-time pick up and delivery, superior equipment, professional drivers, responsive Customer Service and accurate invoicing.
4. Professionally represent Melton Truck Lines, Inc. while prospecting, qualifying and calling on potential accounts that match our service abilities, operational objectives and financial goals.
5. Develop a thorough understanding of each customer’s transportation needs by penetrating multiple levels of the customer organization. This includes knowing the daily points of contact in dispatch, operations, accounts payable, sales, and transportation management up to and including the Vice-President level. Additionally, the RSR must know each customer’s hours of operation, specific shipment handling requirements, service expectations, volumes, lanes, and payment abilities.
6. Work directly with the Pricing Manager to create thorough contractually based pricing proposals. Renew current customer’s contracts prior to expiration, based on your evaluation of the customer’s business relative to Melton’s expectations.
7. Personally present each contract and rate agreement to the customer, discussing each item of the contract with the customer prior to obtaining a signature or moving a shipment.
8. Maintain daily communication with territory team members including associated Customer Service Representatives (CSR), Inside Sales Representatives (ISR) and Marketing Assistants (MA). With team members, evaluate and optimize freight and equipment balances, customer service opportunities, lane targets and pricing objectives.
9. Adopt our “SSS” skills sales culture. Completely understand the sales cycle while working with prospects and customers. Identify and satisfy prospect / customer needs daily. Make notes on the sales call worksheet in every sales meeting. Promote and coach “SSS” skills with your managers, co- Regional Sales Representatives, ISRs, CSRs and other team members.
10. Continuously maintain and accurately update Call Lists for your team members through the Sales Logix CRM.
11. Sales Logix CRM – Complete a productive weekly itinerary with sales call history notes each week. Update records with specific customer criteria.
12. Work closely with Market Research to identify and qualify new prospects and business opportunities. Follow up on new prospects within 3 business days.
13. Work with Accounts Receivable Department to assist in collection efforts and other receivable issues as needed.
14. Organize and manage customer social/entertainment events of their interest within specified budget.
15. Actively participate in local traffic clubs, or other transportation related organizations to promote Melton Truck Lines.
16. Promote & exemplify Melton’s Wellness program with both internal and external customers. Maintain a fit, active and healthy life style for optimum job performance.
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