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Director, Sales Small Business

Join Livingston, the largest customs broker in Canada and the third largest entry filer in the U.S. We’re a market leader offering customs brokerage, consulting and compliance, and freight forwarding services at more than 90 key locations in North America, Europe and Asia. Customs brokerage is our core business and helping our customers navigate the complex and changing world of international trade is what we do best. Consider joining our team for the opportunity to grow your career. From entry level to expert advisors, our supportive culture of learning will help you get the career you want.

Job Type: Full Time

JOB SUMMARY

The Director, Sales Small Business is responsible for the development and implementation of key business initiatives, sales strategies and metrics to drive the organization’s sales and revenue targets. Lead a team of Sales Representatives in meeting and/or exceeding revenue expectations.

KEY DUTIES & RESPONSIBILITIES

+ Manage, lead and develop sales team members.

+ Develop a deep understanding of the business, profitability, pricing, services mix, vertical markets and sales channels

+ Create and execute the strategic direction and execute sales growth strategy for existing revenue and new opportunities

+ Develop and manage sales metrics and cultivate a high performing culture of continuous performance management

+ Deliver on existing KPIs (activities, lead penetration, lead conversion, opportunity creation, opportunity advancement and revenue attainment)

+ Create and implement KPIs that will increase revenue performance

+ Work closely with other leaders within the organization to improve efficiencies, increase productivity, overcome internal or external challenges and resolve disputes.

+ Implement effective sales processes for optimum performance

+ Lead, coach and motivate a high performing sales force and develop a robust talent pipeline

+ Cultivate dynamic work environment.

+ Manage daily sales activities (call activity, lead management, pipeline management, account setup and onboarding)

+ Forecast accurate revenue attainment and growth

+ Manage CODA and department expenses

+ Identify, analyze and implement process improvements

+ Work in collaboration with other sales leaders within the commercial business

+ Perform other related duties as assigned by management

+ Adhere to established policies and procedures.

KNOWLEDGE & SKILLS

+ Effective communication skills with direct, and indirect, reports

+ Strong sales acumen (needs assessment, value proposition, closing)

+ Ability to assess sales data and analytics

+ Effective presentation skills

+ Ability to develop sales plans and strategies

+ Ability to recruit and develop talent

+ Motivational skills

+ Proficient with Microsoft Office

+ Experience with a CRM, preferably Salesforce

+ Experience with telephony systems

WORK EXPERIENCE – MINIMUM REQUIRED

5 years of related experience

Team management experience

EDUCATION

Required: Bachelors Degree or equivalent

CERTIFICATIONS DESCRIPTION

COMPETENCIES

Business Acumen and Straight Talk

Accountability

Customer First Focus

Agility

Leading and Developing

Inclusion and Collaboration

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin.

For Canada: Livingston is an equal opportunity employer and committed to creating and sustaining an inclusive environment in which all individuals are treated with dignity, respect and one which reflects the diversity of the community in which we operate. Accommodations are available for applicants and employees with disabilities throughout the recruitment process. If you require accommodations for interviews or other meetings, please advise when submitting your application.