Experience:
No experience
Employment Type:
Full time
Posted:
8/30/2017
Job Category:
Sales
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Regional Sales Leader/Client Executive - Florida Job
TranSystems | Orlando, Florida
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Job Description

Req ID: 14122

TranSystems Corporation - Transportation Infrastructure and Facilities - that's our focus. From infrastructure and facility design to computer simulation and economic impact analysis to finding alternative financing solutions for transportation projects - we do it. Our transportation specialists, located in offices across the nation, are unparalleled in the knowledge of the movement of freight and people, and unmatched in technical and managerial services. We provide full-scale professional services to both public and private sector transportation clients. Plans, designs and directs components of freight railroad; passenger rail and transit; states and municipalities; airports and air carriers; manufacturers and distributors; ports and maritime; trucking and automotive; energy and communication; and federal government projects.

The Regional Sales Leader is responsible for leading and overseeing the entire sales team, goals and process for FDOT and Florida's Turnpike Enterprise. This position will require frequent travel to accommodate sales needs. 

 

Essential Duties & Primary Responsibilities include the following:

 

  1. Oversee the sales and marketing activities in their region in accordance with the direction established by the Regional Vice President and Market Sector Leaders, consistent with the Company’s strategic plan.
  2. Lead and mentor the Client Managers and business develop team in their region in attacking the entire business development cycle including identifying client portfolios, project pipeline review, major company pursuit strategy, capture plan oversight, Go/No Go decisions and marketing presentations.
  3. Work with RVPs and MSLs to develop an annual sales budget for the region (including by client and client manager).  Develop and oversee strategies to meet or exceed budget.
  4. Serve as Capture Manager for selected major company pursuits and as Client Manager for selected clients.
  5. Provide day-to-day supervision and support of the Business Development Supervisors and any Principal or Senior Associate level Client Managers assigned to them within their regions. This would  include:
    •  Communicating performance expectations;
    • Providing ongoing feedback related to their ability to successfully achieve the expected results;
    • Conducting quarterly performance reviews; and
    • Approving of their respective weekly timesheets and Expense Reports.  
    • Review account plans and client strategies, especially for high and medium strategic valued clients, including accompanying the CM to client BD meetings.
  6. Partner with their RVP to mentor and grow their Client Manager pool based on the marketplace, as well as guiding the Business Development Supervisor in developing their team
  7. Understand the marketing dynamics of both the public and private sectors and seek to expand the number of sectors within the region.
  8. Routinely monitor the region’s sales pipeline with respect to budget and ensure accuracy. Reward success where warranted and take corrective action where needed.
  9. Hold regular sales meetings/teleconferences with all Client Managers and Business Development staff and communicate results to the RVP and Senior Management.  

    Core Competencies

  1. Ability to understand and clearly communicate the business development and sales objectives of the company to the CM group within their Region.
  2. Strong understanding of our business and the ability to create business development plans designed to achieve the Company’s Strategic Plan and sales goals within their Region.
  3. Applies mature judgment to issues, takes prudent risks, gathers sufficient information, and exercises keen insight to make confident and timely decisions.
  4. Demonstrates a natural inclination to take charge, appear confident and comfortable in the leadership role, and display poise with a variety of people and situations.
  5. Recognizes when change is needed and leads the change process in a way that turns resistance into acceptance.
  6. Knows when to share information that promotes employee morale, empowerment, and productivity. Allows, and even encourages, disagreement.  Creates open channels of communication.  Listens attentively.
  7. Informs others in a timely, straightforward, and constructive way how well they have performed and if they have met expectations. Resolves conflicts in a constructive manner.
  8. Able to reach “win-win” agreements that meet the interests of both parties.  Works well under stress and pressure, bounces back from disappointment, learns from successes and failures, maintains perspective, and is not easily discouraged in the face of adversity.
  9. Bases decisions on a high standard of ethics and principles, backs up words with actions, and is scrupulously honest.

    Supervisory Responsibilities

    Creates performance expectations and provides ongoing formal and informal performance feedback to the Business Development Supervisors and any Client Managers reporting directly to them within their Regions.  Also provides ongoing mentoring and feedback to all CM’s within their Region in attaining overall Regional sales goals.

    Education and/or Experience

    Bachelor’s degree in an area related to company’s business with a minimum of 15 years of management, operations, and business development experience in a transportation related professional services field.

    Certificates, Licenses, Registrations

    Appropriate certifications and licenses required of their applicable field of expertise. 

    Work Environment

    The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

     

    While performing the duties of this job, the employee is occasionally exposed to outside weather conditions.  The noise level in the work environment is usually low to moderate. Position requires frequent travel using various modes of transportation including automobile, trains and airplanes.

     

 

TranSystems is an equal opportunity / affirmative action employer and ensures nondiscrimination and equal employment opportunity in all programs and activities in accordance with all applicable laws and regulations. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, pregnancy status, marital status, sexual orientation, genetic information, citizenship status, disability, protected Veteran status or any other status protected by law. In compliance with the Immigration Reform and Control Act of 1986, we will hire only U.S. citizens and aliens lawfully authorized to work in the United States (if the position is or will be one which is subject to U.S. law).

 

About TranSystems

TranSystems is focused exclusively on the vital transportation component of the economy. Our passion is to bring solutions directly to each client in each of the market sectors. Our technical depth within each sector is matched by our consulting expertise delivered across all sectors: » Architecture, Engineering and Planning » Management and Supply Chain Consulting » Real Estate Consulting » Security TranSystems' Favorite Charity Roars into Town. Racing for Kids Drives its Message Home. MORE

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