The Heavy Haul Sales Representative is responsible for generating and growing the customer/shipper base of ATS Specialized – Heavy Haul with a consultative sales process. The Heavy Haul Sales Representative will contact potential customers to sell ATS’s services, and see the customer service process from beginning to end; identify target areas based off ATS asset capacity and needs; evaluate and maintain the customer base in the data system on an ongoing basis; and provide accurate information on all available shipments. This person must understand the ATS value proposition and be able to effectively articulate to customers. Education and Experience - Higher education (two- or four-year degree) preferred but not required. - One or more year(s) of experience B2B sales preferred. - A firm understanding of marketing, sales, and customer service principles. - Self-starter with a strong entrepreneurial spirit. - Strong computer skills, including Microsoft Office (Word, Excel, and Outlook) and the internet (social media, internet databases and research tools). - Strong problem-solving and analytic skills with a metrics and results driven approach. - Excellent time management and organizational skills. - Strong presentation skills. - Strong interpersonal skills. - Hard-worker with a drive for results who can persevere in the face of resistance or setbacks. - Strong work ethic and sense of integrity; trustworthy. - Creative in brainstorming and proposing new ideas and solutions to existing problems. - Excellent customer service skills. - Excellent communication skills (verbal, written, and listening). - Willing and able to travel occasionally, including overnight travel. Essential Duties and Responsibilities - Conduct strategic planning activities to achieve sales results in support of department goals. - Effectively identify new customer opportunities and sell ATS Specialized services to qualified leads. - Collaborate with operations team personnel to ensure customer and asset truck needs are fulfilled. - Use a consultative sales process to build long-term relationships with customers, and utilize product and service knowledge to articulate ATS’s value proposition to customers. - Prospect, plan, open the call, determine the decision maker, present the value proposition, close the sale, and effectively manage objections. - Close new business; meet new customer generation goals while maintaining current accounts. Negotiate and quote rates with customers, entering and recording all terms and conditions of shipment agreements. - Onboard new customers into ATS systems to ensure seamless transition. - Work with Planning and Heavy Haul CSR Manager to coordinate pricing efforts (Request for Proposals / spot quoting) - Speak clearly and persuasively in positive or negative situations; listen and get clarification; respond effectively to questions; write clearly and informatively; able to read and interpret written information. - Assist with developing, maintaining/productive relationships with internal customers and colleagues. - Balance team and individual responsibilities; give and welcome feedback; contribute to building a positive team spirit. - In support of ATS’s culture, all employees are expected to consistently, effectively and reliably perform in accordance with the Company’s values as set forth in our core competencies and behaviors (All Employee Competencies). - Position may require work responsibilities outside of normal business hours, and infrequent travel may be required. - Performs other duties and responsibilities as assigned. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position performs work primarily in an office setting. - Constantly in a stationary position and occasionally will move around. - Constantly operates a keyboard and mouse and constantly utilizes a computer monitor(s). - Constantly conversing with internal and external customers in person or via phone system.
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