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Director Regional Sales, North America (m/f/d)

Job Duties:

  • Recruit, form and develop a highly competitive sales team which executes total annual revenue growth of minimum +30% yoy;
  • Ensure that the yearly measurements and distributed targets following the company’s compensations plan will be minimum achieved at 100%;
  • Design and implement the required Regional Sales Strategy and penetration approach for each sales representative. This includes to ensure that the Business Development Managers in their team will have the required Account plans for selected Shipper Accounts completely in place to support all cross- and upsell initiatives;
  • Latest in 2nd month of a new FY year the Director Regional Sales, North America has to present the yearly Business plan for their team to the MD and CCO and ensure that this will be approved. The Business Plan will describe how the given team will achieve the given yearly targets;
  • Be involved in each recruiting case in their Sales team. Director Regional Sales, North America needs to interview each candidate and make a final decision before MD and CCO will be involved to approve final hiring;
  • Ensure that Regional Sales Team will follow the introduced Good to Great Sales methodology;
  • Provide for their team a weekly Sales Team Forecast to the MD and CCO as outlined by Sales Operations with a pipeline to secured revenue Forecast accuracy of +/- 10%;
  • Ensure that the North American Regional Sales team is using the CRM system for all forecast and pipeline activities;
  • In alignment with Marketing design and support the execution of the required Account Marketing plan for the North America region. Ensure that the same will be executed with relevant KPIs in given existing Corporate Accounts;
  • Work in close alignment with the management and product development ecosystem to ensure booking target will be achieved and closed booking will be translated into revenue as forecast at booking close date;
  • Ensure that Business Development Managers in their team have a completed Account Plan for a defined set of their target Accounts;
  • Recruit, form and develop a highly experienced team of consultants, able to deliver consulting on freight and logistics technology to multi-national companies in all verticals of manufacturing and industry;
  • Set performance targets for Shipper Consulting team to ensure ongoing annual software subscription renewals of >90% of existing customer base;
  • Recruit and train a Team Leader for the Shipper Consulting team, who will be responsible for managing the time resources of the team members, and designating tasks to the individual team members (including themselves) for supporting Shipper Accounts;
  • Recruit and train a Pre-Sales Solutions Consultant, responsible for performing Ticontract software platform demos, in support of sales engagements secured by Regional Sales team;
  • Monitor the platform performance and support experience, based on the provided reports, and ensure that forecasted renewals will be achieved and maintained; and
  • Provide continuous platform improvement and feature request suggestions from the North America region to the product team in HQ.

Job Requirements:

  • Bachelor’s Degree in a Business Administration or Management field* (*in lieu of a Bachelor’s Degree in a Business Administration or Management field, will accept 2 years of experience in a business management role);
  • 5 years of experience as a Business Development Director or related role working in the supply chain or logistics industry leading business development and sales efforts, designing sales plans, defining Key Performance Indicators, performing Quarterly Business Reviews, and leading RFIs and RFQs; and
  • 1 year of experience with market analyses, sales in the B2B enterprise software business, sales in the SaaS business industry, and with Microsoft Excel, SAP, and EDI.