Employment: Management/Professional: OD-Global Solution Specialist

An OD Global Specialist will work toward obtaining a maximum volume of profitable OD-Global revenue in his/her territory. The charge is to work jointly with the local Solution Specialist as well as directly with the local Importers and Exporters in his/her territory to secure and maximize OD-Global revenues. In addition, the International Sales Specialist will maintain a group of International target accounts for which he/she is responsible for developing.

Specific Duties:

To sell Old Dominion services he/she will:

• Have a comprehensive understanding of company history, policies, organization, pricing and tariff rules and will know the company’s scope of operations.
• Know the competitor’s services, policies and pricing programs they offer.
• Know each customer’s and identified target accounts markets, channels of distribution, sources or ingredients and service needs. He/she should know their personnel and interests.
• Develop and use the personal attributes that create an effective personality: poise, sincerity, appearance, pride, alertness, enthusiasm, initiative, tact and knowing that honesty must prevail in all situations.
• Communicate ideas well to local Solution Specialist personnel and external customers.
• Help local Solution Specialist personnel identifying the decision-maker, getting attention, demonstrating customer benefits and closing.
• Communicate on a regular basis to cultivate a good relationship with all local Traffic Managers, Purchasing Agents, Sales Representatives, Executives, and any and all International decision makers in the designated territory and to maintain awareness of OD Global services.
• Make International joint sales calls with the local Solution Specialist and any National Account Executives in designated local territory.
• Plan and prepare for each call in advance. Knowing whom to sell, what to sell, and how to sell with a specific call objective. This plan will consist of the use of a 20 day call planner.
• Report results weekly to Director of OD-Global Sales & Training
• Attend trade conferences, trade shows or meetings in designated territory, as deemed appropriate by Director of OD -Global Sales to promote OD.

To service the customer (both internal and external) the International Sales Specialist will:

• Provide information on rates and rate changes, improvements in company service, new services, sailing schedules, visibility tools, and management reports.
• Assist in obtaining rate agreements. These must be justified and compensatory to Old Dominion and sent to the Pricing Coordinators on the on-lineT-1/RFP Pricing Information form.
• Keep all Customer files up-to-date with all necessary reports, call summary, profiles, and advertising materials.
• Handle and report complaints expeditiously through the appropriate channels.
• Make sure that Solution Specialist’s are using current and updated POS literature properly to maximize return on these tools.
• Perform necessary follow-up after joint or individual sales calls.
• Make recommendation’s which will improve customer service to the local Service Center operations and your Service Center. Actively assist in problem solving and solutions of specific customer transportation problems.
• Maintain a regular check on major accounts transit times to make sure at a satisfactory level for increase business.

To Self-Manage his/her time and activities, he/she will:

• Analyze monthly the territory and each account’s sales goals and current level of business.
• Program time and effort to allow for frequent contact with all local personnel and target accounts.
• Plan itinerary for the most effective coverage of the territory on a weekly basis. Itinerary should be planned in advance to minimize waiting and travel time. Use of a 20 day call planner is mandatory.
• Provide sales leadership for the local City Drivers within his/her territory to attract sales leads with immediate follow-up. Conduct and or attend Sales Meetings monthly.
• Adopt a program of self-development, including regular study of Traffic World, Transport Topics, Journal of Commerce or other information as presented in Sales Department bulletins.

The International Solution Specialist duties in administration will be to:

• Enter all daily sales calls into the sales call system daily or by 9am the following morning.
• Send a weekly recap of all calls made to Director of OD Global Sales, VP of OD Global, Manager of Sales and Service, and to the Area Sales Director.
• Maintain records of Target accounts and prospects. All information should be in a folder. Each folder should be carried with you on the day of the call.
• Keep the Director of OD Global Sales and VP of OD Global informed on the competitors activities and pricing programs.
• Handle internal and external sales correspondence within 30 days or less.
• Follow-up on sales leads and other Service Center inquiries timely.
• Control transportation and entertainment expenses and submit a copy of weekly expense report to Director of OD Global Sales weekly.
• Carry out and report on any special assignment requested by Director of OD Global Sales, VP of OD Global, or other internal management.

The International Solution Specialist will foster goodwill in the community:

• He/she will promote company policies, the high quality of Old Dominion’s service and its high reputation.
• He/she will practice ordinary decency and accepted social conduct at all times.
• At no time, is an International Sales Representative permitted to consume alcoholic beverages and operate a company vehicle.
• As we begin to rollout our Sales Force Automation (Wireless Computer Tablets) in 2008, it is prohibited to utilize these tablets while operating a Company or personal vehicle. If used while in your vehicle the ignition must be in the off position. Failure to follow this procedure could result in Discontinued use of your tablet or termination. It is Old Dominions objective to maintain Safety while operating a company or personal vehicle.
• Proper business attire should be worn while on company business, such as a suit, suit coat and tie. If appropriate, an open collared shirt is acceptable.