Director of Sales

About Toll Group

At Toll, we do more than just logistics - we move the businesses that move the world. Our 16,000 team members can help solve any logistics, transport, or supply chain challenge – big or small. We have been supporting our customers for more than 130 years. Today, we support more than 20,000 customers worldwide with 500 sites in 27 markets, and a forwarding network spanning 150 countries. We are proudly part of Japan Post — www.tollgroup.com

PURPOSE

The Director of Sales is responsible for the growth of account sales for his/her territory, with a specific focus on freight forwarding services. This is an individual contributor role that requires proven experience in the freight forwarding industry and a deep understanding of logistics solutions.  The Director will be responsible for achieving or exceeding sales quotas and goals that will be outlined by management. 

• Identifies new business opportunities through contact with prospective clients in the assigned market and for cross selling new services to existing clients.
• Identifies market trends and competitive rate actions and communicates those trends to the product and management teams
• Exercises proactive solution development by creating and maintaining a client lifecycle program for his/her top clients. Build a solid understanding of target customers/assigned account base (contact, commodities/ trade lanes, type of business, contract information/exceptions, and service requirements)
• Assists and facilitates the preparation of RFQ’s and bids
• Identifies the competitive service strengths and weaknesses of the company and makes recommendations for continuous improvement initiatives
• Provides weekly and monthly performance metrics to the sales administrator
• Understands pricing and cost components associated with proposed solutions
• Performs other duties including sales presentations, developing deliverables, coordinating implementation, creating and adding to existing marketing materials where appropriate
• Enters new customer data and other sales data for clients into Toll CRM and maintains this information per company policy
• Meets specific volume and revenue requirements for each product in the Toll portfolio as designated by the SVP, Sales
• Manages time and sales territory to be able to reach the desired number of sales calls (10) on a weekly basis ensuring maximum Toll exposure to the market
• Ensures effective and timely response to all sales leads/key correspondence within identified timelines
• Manages expenses and other company assets in accordance with corporate guidelines
• Performs other duties as assigned by management
• Complies to the Toll Global Forwarding Business Improvement Programme Quality, Risk and Human Resource Reference Manuals and the Toll Workplace Standards and Code of Conduct and the GF Employee Handbook
• Performs other duties as assigned by management
• Travel required (50% by car and 5% by air)

• This position is generally sedentary in nature; involves sitting most of the time but may involve walking or standing for brief periods of time.
• Must be able to travel.
• Ability to occasionally lift up to 10 lbs. required.
• Ability to talk and hear required.
• Ability to perform repetitive motions required.
• Ability to occasionally move inside the office
• Must be able to remain in a stationary position for up to 8 hours at a time.
• Ability to move or position self in order to reach, lift, climb, balance, stoop and crouch required.
• Ability to read PC screens; detect color coding, read fine print, and/or normal type size print required.

• Bachelor’s Degree in Business or related field
• Minimum of five (5) years’ experience in Freight Forwarding
• Minimum of five (5) years’ experience in Sales/Business Development
• Valid driver’s license required

Preferred Qualifications

• Bachelor’s Degree in Business or related field
• Energetic, with a positive attitude
• Self-confident and willing to take responsibility
• Strong communication skills

SKILLS ESSENTIAL TO THE JOB

Technical

• Windows Operating System
• MS Office Applications (Outlook, Word, Excel and Access)

• Working knowledge of Air & Ocean Freight operations, including the following:

• Basic IATA Knowledge
• FAA & TSA Regulations
• Export Regulations / AES
• Knowledge of FMC Compliance Requirements

• Understanding of US Customs / Import Requirements
• Value based solution selling incorporating Ocean/Air freight / Customs Brokerage / Warehousing & Distribution services highly preferred

• Proven track record of consistently exceeding objectives and quotas
• Knowledge of transportation and logistics industry required

Business

• Demonstrated critical thinking, using logic and reasoning to identify strengths, weaknesses, opportunities and risks, and identifying alternative solutions or approaches
• Proven ability to handle confidential information with discretion
• Ability to multi-task and work independently
• Time management skills

Human Relations

• Self-motivated, with an ability to self-manage
• Strong interpersonal/communication skills
• Excellent written and verbal communication skills

• Energetic, with a positive attitude
• Self-confident and willing to take responsibility
• Strong communication skills
• Role models the Toll Way, including the values which underpin how we achieve our goals

Pay Transparency:

In compliance with applicable state and local laws, the salary range for this position varies based on the work location. Please review the ranges below:

Group A: 100k – 140k

California, New York, Washington, Illinois, Massachusetts, Colorado, New Jersey, Connecticut, Hawaii, Washington, D.C., Oregon, Maryland (DC metro area)

Group B: $100k – 120k

Arizona, Nevada, Texas, Florida, Pennsylvania, Georgia, Minnesota, North Carolina, Virginia, Utah, Wisconsin, Michigan, Ohio, Indiana, Missouri, Iowa, Kentucky, Oklahoma, Arkansas, Alabama, Mississippi, Tennessee, South Carolina, North Dakota, South Dakota, Nebraska, Kansas, Louisiana, West Virginia, New Mexico, Idaho, Montana, Wyoming

Note: Our pay groups are based on an internal geographic compensation framework that reflects regional market data and cost factors. Candidates will be informed of their applicable group during the recruitment process.

These ranges represent the minimum and maximum salary the employer reasonably expects to pay for this position, based on the location where the work will be performed. Final compensation will be determined based on geographic location, experience, qualifications, and other job-related factors.”

• Remote Work Considerations: If the position allows remote work, the salary range applicable to the employee's home location will apply.
• Internal Transfers/Promotions: For current employees seeking internal transfers or promotions, the salary range for the new position will be provided in accordance with applicable laws.
• Benefits and Other Compensation: A general description of benefits and other compensation offered for the role is available upon request. Toll offers all full-time employees paid vacation, sick time, floating holiday time, health benefits, life insurance & personal accident insurance, and 401k with company match.

What moves you?
 

At Toll, you can help play a vital role in delivering what matters. From food, fuel, medicine and rescue services, we keep businesses and communities thriving. Every day brings change. We see that as an opportunity. To be curious. To ask the right questions. And build meaningful connections. Because finding new ways to solve problems is what we do. With a bold vision to expand our global reach, our 16,000+ people bring a passion for progress. We collaborate in friendly, caring teams, supported by approachable leaders who give us the autonomy to quickly make decisions with impact. Learn and grow with industry-leading training, alongside talented experts. Feel empowered to take on diverse challenges and new responsibilities to move you, our customers, and our world further.

Are you excited about this role but are concerned you don’t meet all the requirements? If you have similar skills and are willing to learn then we encourage you to apply anyway. We know that some people hesitate to apply for jobs unless they meet every single qualification. At Toll, we value a diverse, inclusive and authentic workplace, so if you’re interested in this role but your past experience doesn’t align perfectly then please talk to us – you may be just the right candidate for this or other roles we have coming up.

At Toll everyone is welcome including those of all ages, ethnicities, genders and abilities. 

To find out more about us visit www.careers.tollgroup.com