Sales Director

PCS Software Inc; Nashville (TN); Remote; USD 200,000 - 300,000; Full time

Job summary

An innovative firm is seeking a dynamic Inside Sales Director to lead a talented sales team focused on transportation management solutions. This role involves hands-on management, developing sales strategies, and ensuring team success through mentoring and training. The ideal candidate will have a strong background in SaaS sales, particularly in the trucking industry, and possess exceptional negotiation and communication skills. Join a company that values diversity and inclusion, and be part of a team that drives significant impact in the logistics sector. If you're ready to take on a challenging role with a competitive compensation package, this opportunity is for you.

Qualifications

• 5+ years of experience in sales team leadership and achieving targets.
• Strong negotiation and communication skills are essential.

Responsibilities

• Develop and implement sales strategies to achieve revenue targets.
• Manage and motivate a team of inside sales representatives.
• Monitor sales metrics and provide regular reports to management.

Skills

Sales Leadership

Negotiation Skills

Data Analysis

Communication Skills

Mentoring Skills

Closing Skills

Sales Strategy Development

Education

Bachelor's degree in Business Administration

Bachelor's degree in Marketing

Tools

Salesforce

SalesNavigator

ZoomInfo

Hubspot

Job description

Inside Sales Director

Location: remote with a home base in one of the following states: Tennessee, Oklahoma, Arkansas, Louisiana, Texas, Arizona, New Mexico, Colorado, Kansas, Indiana, Alabama, Georgia, or Florida

Travel: Yes, frequent travel as necessary (up to 50%) to visit Houston headquarters, sales and marketing events, sales training events, and customer and sales team member site visits

Compensation: Competitive base salary and commission plan with a total OTE range between $200k to $300k based on years of experience and technical knowledge of the industry and TMS software.

Job Description:

PCS Software, Inc. is currently hiring a Sales Director to manage a 5-10 person sales team that focuses on a transportation management solution for both carriers and shippers in North America. The Sales Director oversees the activities of sales representatives (in-bound and out-bound sales activity quotas) with an assigned territory or portfolio of customers that conduct remote sales calls, but will also meet with customers onsite or at trade shows and events. The must-have knowledge and experience to excel in this position includes current responsibility of coordinating closely with marketing, enterprise sales, channel sales, account management, and business development team members to gather insights and understand customers' unique needs, market conditions, and competitors. Successful current experience training and developing sales team members from the ground up and constantly updating sales strategies and supporting activities is also essential.

This is not a job where you will sit back and babysit a process. You will be hands-on with your sales team remote and/or F2F daily and not be easily upset when you need to pivot quickly to change your strategy or process to better meet the needs of the target market.

Strong negotiation skills are essential as you will work side-by-side with the PCS Marketing team to analyze data and determine trends.

In addition, the Sales Director owns the responsibility of providing appropriate product information to meet the needs of individual customers, support upselling, and achieve sales targets. The Sales Director will also spend focused time consistently conducting quality controls, performance reviews, QBR's, and coaching the sales team in selling and relationship-building techniques that are needed to grow and maintain a healthy sales pipeline and finesse and enhance the skills of the team.

The Sales Director will utilize Salesforce and other tools to mine, analyze, and report on daily, weekly, monthly, quarterly, and annual data to predict trends and to show how investments are either working or not working based on KPI's and metric-driven and validated data. The Sales Director will push others within the organization to work as fast and professionally as possible to achieve overall team and company sales metrics and quotas while maintaining professionalism and making friends both within the company and externally with our customers, partners, and vendors. The Sales Director must have a solid history of achievement at the individual level and team management level in the SaaS industry targeted at transportation management and logistics solutions for the trucking industry and already know exactly how to target sales growth and strategy in the domestic carrier and shipper target audience.

The Sales Director will yield a solid background and understanding of the trucking industry, specifically, to bring credibility as a trusted business advisor to our clients and to mentor and train new sales team members about the transportation and logistics lifecycle, trends, and economic indicators, as well as overall knowledge of transportation management software solutions in general.

Candidates should have previous sales team leadership experience and a successful record of achieving your sales targets year-over-year. We are looking for candidates who are not afraid to dig into data to find areas for improvement and who are comfortable leading small team training events for ongoing career growth within their team.

Reporting Structure: The Sales Director will report to the Chief Executive Officer for PCS Software, Inc.

Responsibilities:

• Develop and implement sales strategies to achieve revenue targets
• Manage and motivate a team of inside sales representatives
• Monitor sales metrics and provide weekly/monthly/quarterly/annual reports to senior management
• Collaborate with other departments to ensure customer satisfaction and retention
• Identify and pursue new business opportunities
• Stay up-to-date with trucking industry trends and best practices.

Why Choose PCS?

PCS Software, Inc. is an AI-driven transportation management platform leader fielding disruptive innovation for shippers, carriers, and brokers in the United States and Canada with 25+ years of industry expertise.

Cloud-based, API-integrated, PCS Software automates the entire transportation logistics operation via a single, comprehensive solution. Accessible via the web or the companion mobile app, the PCS platform delivers powerful functionality to manage rate and route optimization, mode selection, dispatch/tendering, carrier and fleet management, safety and compliance, freight yard management, settlement/accounting and more.

The PCS team is our most important competitive advantage. We are intentional about our culture, diversity, and inclusion, and we welcome everyone to come ready to participate in contributing to this unique environment. We believe that the best products, services, and companies are built by strong teams that include a diversity of backgrounds, perspectives, ideas, and experiences. We are committed to supporting and enabling growth and opportunity for every employee at every level.

We are equally committed to equal employment opportunity, and it is foundational to how we recruit and hire our talented team. Employment is determined based upon hiring capabilities and qualifications without discrimination on the basis of race, creed, color, religion, sex, gender identification and expression, marital status, military status, pregnancy, sexual orientation, age, national origin, ancestry, disability, or any other protected class as established by law. We are committed to providing a workplace free of any discrimination or harassment.

We thank all respondents for their interest in PCS Software, Inc. However, only those selected for an interview will be contacted. To view additional information on PCS Software, Inc., please visit our website at www.pcssoft.com.

Requirements:

• Bachelor's degree in Business Administration, Marketing, or related field preferred.
• Proven experience as a Sales Director in a SaaS company targeted specifically at the US domestic carrier and shipper transportation industry.
• 5+ years of experience training, managing, and process perfecting a team of inside sales team members and business development representatives where you helped interview, onboard, train, mentor, manage, and quality review metrics, skills, and behaviors on a daily basis on site with your team.
• Experience managing a sales and business development team of 5-10 direct reports.
• Must have experience with small and medium (SMB) size sales agreements with an MRR that ranges from $500 to $5000 and annual revenues ranging of $25M+.
• Must have strong experience working directly with Salesforce (CRM) reports, workflows, dashboards, mining/reporting data and a solid understanding of interpreting sales data, both historic and actual for predictive planning purposes without assistance from others. This position will be responsible for creating and managing analytics and reports in Salesforce, reviewing and approving contracts in Salesforce, working with marketing and finance to validate pipeline data on a weekly basis.
• Excellent communication skills, presentation skills, closing skills, mentoring skills, and interpersonal abilities.
• Ability to analyze sales and pipeline data for quarterly and annual goal predictions and to develop effective sales strategies.
• Familiar with sales automation tools such as SalesNavigator, ZoomInfo, SalesLofot, and Hubspot.
• Demonstrated success in achieving sales targets over the last 5 years.
• Solid CLOSING skills as you will still be responsible for F2F interactions with targeted customers and mentoring sales team members to close the deal on a regular basis.
• Ability to travel up to 50% of the time domestically to attend onsite employee training, mentoring, and management needs along with travel for client meetings, transportation industry related conferences, and PCS user group events.