Regional Sales Operations Manager- ATS Logistics

Summary

The Regional Sales Operation Manager (RSOM) will monitor, analyze and report on sales metrics and systems that support the growth and development of ATS Logistics Services, Inc. (LSI).   On a routine basis the RSOM key responsibility will focus on the sales pipeline tracked in ATS' CRM and other systems that lead managers and National Sales Representatives (NSR's) to achieve their goals. To carry out this vision the RSOM will need to report on and coach towards the systems that lead to growth of ATS Logistics Services Inc.'s regional offices.  Ensures every location has globally consistent systems and processes i.e., sales process, recruiting, onboarding, training & performance management, customer onboarding, credit approval, Request for Quote (RFQ) submissions and spot pricing trends as these are all essential to the success of management and National Sales Reps.  Reports to the Vice President of National Sales and assists the Regional Sales Director in managing the regional office Sales Team Managers.

 

Education and Experience

1. Bachelor's degree from a four-year college or university; or 3-5 years related experience
2. 3-5 years' experience in the transportation industry, with emphasis in sales, brokerage management experience preferred.
3. Strong working knowledge of the sales process.  
4. Strong sales coaching skills. 
5. Strong business acumen with excellent ability to analyze data, spot trends and make recommendations.  
6. Strong problem solving skills and results driven.  
7. Excellent organizational skills with the ability to adapt to the present situation in a professional manner.  
8. Must possess excellent leadership and management skills of a team and projects.  
9. Excellent interpersonal & relationship building skills.  
10. Demonstrated experience in Continuous Improvement Processes.  
11. Excellent communication skills (written, listening and verbal).  
12. Proficient in Microsoft Office (Word, Excel, and Outlook) required.  
13. Willing and able to frequently travel. 

 

Essential Duties and Responsibilities

1. Provide market feedback to leadership regarding competitive offerings, prospect needs, new markets, and emerging trends.
2. Design, create and run reports on key metrics & systems.
3. Coach sales managers on the systems that lead to NSR's achieving their goals and utilization of specific sales techniques
4. Monitor and report on the sales process on an individual & team basis and identify opportunities for sales managers and NSR's to improve performance in relation to goals.
   1. Identify trends
   2. Strategize with regional office sales managers on leads and emerging markets
5. Coach managers on ATS Systems and identify areas for improvement or additional training.
6. Ensure a globally consistent application of performance management.
7.  Assist in creating and nurturing a culture of continuous improvement and ensures uniform compliance of all ATS sales operations systems.
8. Work with managers and support teams to ensure a consistent hiring, onboarding, training and performance management across all ATS LSI Regional office locations.
9. Coach, mentor, develop and motivate Sales Managers and NSR to achieve outstanding results.
10. Monitor NSR trends and identify areas for recurring training.
11. Maintain and develop the competitive culture aspects of ATS LSI regional offices sales teams.
12. Track and report on ATS Logistics Sales key initiatives identifying trends and suggesting improvements.
13. Track and monitor issues related to employee turnover.
14. Report weekly & monthly on several systems relating to the sales pipeline, goal attainment, call volume/talk time, new business, RFQ activity, onboarding checklists, and monthly wrap ups.
15. Function consistently, effectively and reliably in accordance with the Company's values as set forth in our core competencies and behaviors to foster ATS's culture (All Employee Competencies and Manager Competencies).
16. Perform key All-Manager Responsibilities; Deliver high business results, Build the right team, Develop talent for growth and Manage for optimal performance.
17. Complete work responsibilities outside of normal business hours as needed and frequent travel is required. 
18. 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.

1. Constantly in a stationary position and occasionally will move around.
2. Constantly operates a keyboard and mouse and constantly utilizes a computer monitor(s).
3. Constantly conversing with internal and external customers in person or via phone system.

EEO and Affirmative Action Statement

It is the policy of the ATS to provide for and promote equal employment opportunity in employment compensation and other terms and conditions of employment without discrimination based on age, race, creed, color, national origin, gender, sexual orientation, disability, marital status, Vietnam Era Veteran status, genetic predisposition, or carrier status.

The ATS designated person for issues concerning Affirmative Action/Equal Employment Opportunity is Employee Relations Manager at 320-255-7400.

ATS is committed to assuring equal employment opportunity and equal access to services, programs and activities for individuals with disabilities. It is the policy of the ATS to provide reasonable accommodation to a qualified individual with a disability to enable such individual to perform the essential functions of the position for which he/she is applying or in which he/she is employed.

The policy applies to all employment practices and actions. It includes, but is not limited to, recruitment, job application process, examination and testing, hiring, training, disciplinary actions, rate of pay or other compensation, advancement, classification, transfer, reassignment and promotions.