District Sales Executive

Job Description

The District Sales Executive (DSE) is responsible for driving new business growth by identifying, developing, and securing new customer opportunities. The focus of this role is on achieving results that align with Expeditors' overall organizational objectives and strategic goals. Initiative, competitive drive, persistence, and the ability to stay focused on results despite changing conditions are essential to success in this position. 

The DSE orchestrates the involvement of multiple stakeholders throughout the sales process to consistently secure new customer revenue for both the district office and the Expeditors network. This role operates in a dynamic, fast-paced environment that offers significant opportunities for professional growth, recognition, and reward based on business results achieved.

Key Responsibilities

Business Development & Territory Management

• Manage an assigned territory and develop extensive knowledge of target customers, market opportunities, and competitors within the territory.
• Identify, prospect, and secure new business opportunities through strategic business development activities.
• Build and maintain a robust pipeline of qualified prospects aligned with district sales objectives.
• Conduct regular customer and prospect meetings to uncover opportunities and develop long-term relationships.
• Develop and execute strategic account plans that drive sustainable revenue growth.

Sales Process & Pipeline Management

• Maintain a healthy sales pipeline with opportunities at various stages of the Team Selling Process.
• Advance prospects through the sales cycle using consultative selling techniques and value-based conversations.
• Ensure timely and accurate data entry within the Customer Relationship Management (CRM) system.
• Consistently achieve established call activity, prospecting, and revenue generation expectations.
• Effectively manage opportunities to achieve district growth targets and secure new customer revenue.

Customer Solutions & Relationship Management

• Orchestrate customer and branch relationships while collaborating with Product, Service, Geo, and Knowledge Management resources.
• Participate in the development of customized, value-added logistics solutions, including supporting diagrams, process flows, and cost-benefit analyses.
• Build strong relationships with customer stakeholders and position Expeditors as a trusted supply chain partner.
• Support the transition of new accounts through customer introductions, information transfer, and completion of required customer documentation.
• Assist with accounts receivable collection activities when necessary. 

Collaboration & Professional Development

• Partner with operations and product teams to ensure successful implementation and growth of new business.
• Attend sales training, professional development sessions, and industry education programs to continually enhance selling skills and product knowledge.
• Participate in local trade organizations and industry groups as directed by the District Sales Manager.
• Take on additional assignments and projects as required to support district and company objectives.
• Contribute to a culture of collaboration, continuous improvement, and customer-focused execution. 

Key Deliverables

Successful District Sales Executives consistently deliver the following results:

• Manage an assigned territory and demonstrate extensive knowledge of customers, prospects, and competitors.
• Maintain timely and accurate CRM data.
• Coordinate customer, branch, and network resources to support the sales process.
• Create value-added logistics solutions that address customer supply chain challenges.
• Successfully transition new accounts to operations while ensuring a positive customer experience.
• Continuously develop sales capabilities and product knowledge.
• Participate in industry and trade organizations to enhance market presence.
• Support district objectives through additional projects and assignments as needed. 

Qualifications

Preferred Experience

• Business development, sales, or account management experience.
• Experience within logistics, freight forwarding, transportation, supply chain, or a related industry preferred.
• Proven ability to develop new business and manage customer relationships.
• Experience navigating complex sales cycles and presenting business solutions. 

Key Competencies

• Business Development & Sales
• Prospecting & Pipeline Management
• Customer Focus
• Relationship Building
• Negotiation & Influencing
• Strategic Thinking
• Presentation & Communication Skills
• Time Management & Organization
• CRM and Sales Technology Proficiency
• Initiative and Competitive Drive
• Collaboration and Teamwork
• Results Orientation 

Additional Information

Expeditors offers excellent benefits:

• Paid Vacation, Holiday, Sick Time
• Health Plan: Medical
• Life Insurance
• Employee Stock Purchase Plan
• Training and Personnel Development Program
• Growth opportunities within the company
• Employee Referral Program Bonus