Sales And Service Manager - ATS Specialized, Inc.

Summary

The Sales and Service Manager is responsible for generating new sales within the assigned area of business and the management of the Account Representatives. Responsible for staffing and directing the assigned Accounts Representatives, establishing strategies and implementing plans to expand current customer base and penetrate new opportunities.

 

Education and Experience

1. A minimum of a two year business degree from an accredited college or university or equivalent work experience preferred.
2. Two to four years of experience with leading a team of individuals in a customer-service and /or sales based environment.
3. Strong understanding of the commercial transportation and asset productivity industries with strong working knowledge of sales operations, business planning, or sales support management role.
4. Strong knowledge of budgeting, forecasting sales, profit & loss statements and accounting required.
5. Strong interpersonal skills; able to establish trust and rapport with all levels of staff.  Able to relate effectively to diverse cultures, including senior leadership.
6. Excellent organizational skills and ability to manage and prioritize workload in a fast-paced environment.
7. Excellent communication skills (written, listening and verbal).
8. Demonstrated ability to influence and work in cross-functional team environment.
9. Ability to effectively manage remote employees.
10. Ability to negotiate skillfully in challenging situations with both internal and external customers.
11. Strong planning and problem-solving skills; able to identify and resolve problems in a timely manner.  Able to gather and analyze information and develop alternative solutions.
12. Proficient computer skills including Microsoft Office (Word, Excel, Outlook) and the internet (social media, internet databases and research tools).
13. Willing and able to travel occasionally, including overnight travel.

 

Essential Duties and Responsibilities

1. Manage the day to day operations of the Account Representatives. Ensure adequate freight is available on an as-needed basis for ATS assets.  
2. Grow number of active shippers within assigned customer base and continue focus on account/revenue/load count growth.
3. Partner with Human Resources in the recruiting, interviewing, selection, on-boarding, and training of new employees.
4. Provide effective employee performance management utilizing SMART goals, timely and constructive feedback, coaching for improvement, and progressive discipline.
5. Partner with the Director of Regional Accounts to own and manage the ATS Customer Experience Map.
6. Partner with Director of Regional Accounts to effectively manage annual operating budget, cost center, AP and AR.
7. Manage effective prospecting and identification of potential new customers.
8. Respond to customers’ requests for service and resolves customer issues.
9. Hold Account Representative's accountable for accurate load information as it relates to driver satisfaction.
10. Hold Account Representative's accountable to contacting existing or inactive customers to sell ATS services through inside sales efforts.
11. Work with ATS Logistics on a continual basis and ensure quality and quantity of freight is being covered at a high service level.
12. Constantly attempt to increase the efficiency of freight hauled by planner interaction.
13. Implement a process to reduce workflow queues within Account Representative group.
14. Work collaboratively with Operations team to effectively manage truck productivity related to planning, driver home time needs and pre-assignment of trucks before they are empty.
15. Act as a mediator and point of escalation between the customer and Account Representative when necessary, to ensure professional, courteous service is being given at all times.
16. Work hand in hand with Sales, Operations and the National/Corporate Accounts team to ensure customer fits current strategic model.
17. Integrate a system to allow Account Representative's time for prospecting. Encourage Account Representative’s to continually attempt to strengthen and enhance the customer base through prospecting and courtesy calls.
18. When needed, assist Account Representative in contacting existing or inactive customers to sell ATS service to them.
19. Occasionally make outside sales calls as needed to effectively manage customer base.
20. 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 and Manager Competencies).
21. Position may require work responsibilities outside of normal business hours, and infrequent travel may be required. 
22. 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.

 

Supervisory Responsibility

Carry out supervisory responsibilities in accordance with ATS’s policies and applicable laws.  Responsibilities including interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

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 Director of Human Resources 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.