Con-way Freight is the premier provider of reliable, regional, inter-regional and nationwide LTL service to customers large and small across our integrated, single North American network of LTL operating locations.
Recently, Fortune Magazine named Con-way the "Most Admired Company" in the transportation and logistics industry. At Con-way, you will work alongside a top caliber management team that not only understands the transportation industry but the importance of utilizing and developing top talent. If you are looking to build a solid and long-lasting career where you will be recognized and rewarded for your hard work, look to Con-way. Apply today and find out why thousands of people have made Con-way their employer of choice!
As a member of the Con-way Freight sales team, you will put your sales skills to work every day to provide shipping and logistics solutions to customers in your protected sales territory. You will meet daily with customers at their facilities and be a true business partner to them. You will ask questions and solve challenges pertaining to their shipping and receiving needs. These businesses will look to you to provide the most cost effective solutions, maximizing time and money and doing so in a safe manner. You will be a customer service and sales champion as they will see you as a resource to ensure that their raw materials, components and finished products arrive and exit their facility in a timely, cost effective and damage free manner.
Description of Essential Job Functions:
Ability to utilize ICON / 4D / SPIN Selling techniques at all sales calls that allows for exceptional listening and communication skills
Continual and increased knowledge of how to apply time to customer opportunity using 4D / ICON and SPIN Selling models along with SFDC.
Planned communication with customers using email, phone and face to face contact depending on the time / opportunity relationship.
Develop and maintain relationships with existing customers using email, phone, face to face contact along with lunches and after hours entertainment
Ability to develop relationships vertically and horizontally within a customer
Maintain and grow share of wallet within existing customers, gain share of wallet from new customers and grow market share within your assigned territory
Achieve quotas, excel on the performance management report and maximize bonus payments
Negotiate contracts and pricing with customers based on the ICON model.
Collaborate with drivers sales representatives and customer service representatives to network with customers to increase territory and customer knowledge while growing market share
Collaborate with service center personnel to resolve customer issues
Involve service centers managers, supervisors, directors of sales and operations to network within the customer and Con-way Freight
Properly use SFDC and expense reports
Perform other duties as assigned
Two years of direct Business to Business selling experience in an organization that has sales training programs
Bachelors degree or the equivalent skills and/or work experience
Training or experience using Business to Business negotiating skills such as ICON or Harvard Business Study based negotiating tools desired
A working understanding of SPIN Selling or other needs based selling models is strongly recommended
Experience working with salesforce.com or other CRM is desired
Proven track record of sales success, customer relations
Extremely competitive, professional and driven
High ability and desire to learn, change and improve
Excellent oral and written communication skills, including basic computer skills and familiarity with Microsoft Office products
Ability to ask questions, listen carefully and understand customer’s needs and opportunities
Effective time management and organization skills.
Ability to understand competitor strategies, products and pricing patterns.
Able to entertain customers in the evening / weekend once or twice per month or be at an evening / overnight meeting once or twice per year
Maintain a valid driver’s licenses.
We are proud to be an Equal Opportunity and Affirmative Action employer M/F/D/V
United States-West Virginia-Williamstown
Con-way Inc. is a freight transportation and logistics services company headquartered in Ann Arbor, Mich. Con-way delivers industry-leading...