Employment: Management/Professional: OD Global Sales Manager

Job Summary

An OD Global Sales Manager will work toward obtaining a maximum volume of profitable OD Global revenue in his/her territory. The charge is to train OD field personnel regarding these services so as to leverage existing sales resources. In addition, OD Global Sales Manager will maintain a group of target accounts for which he/she is responsible for developing. 

Specific Duties include, but not limited to:

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 operation.
• Know the competitor’s services, policies and pricing programs.
• Know each 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 OD field personnel and customers.
• Train OD field personnel to conduct sales interviews skillfully with the objective of obtaining OD Global revenue.  This involves identifying the decision-maker, getting attention, demonstrating customer benefits and closing.
• Communicate on a regular basis to cultivate a good relationship with all OD field personnel in the designated territory and to maintain awareness of OD Global services.
• Visit all service centers in the designated territory on a regular rotation with minimum of two weeks notice to Managers of Sales and Service to train new personnel and keep existing personnel abreast of new developments regarding OD- Global. Scope of training should include Customer Service, sales, drivers, and anyone who might come in contact with a potential or existing customer.
• Make joint sales calls with all Solution Specialists and National Account Executives in designated territory.
• Report results weekly to Director of OD- Global Sales as well as Managers of Sales and Service.
• Maintain “tickler files” for each service center to ensure proper follow-up to secure opportunities.
• Attend trade conferences, trade shows or meetings in designated territory, as deemed appropriate by Director of OD-Global Sales or VP- OD Global to promote OD.

To service the customer (both internal and external) the OD Global Sales Manager 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 T-1 Pricing Information form.
• Make sure that OD field personnel are using current sales literature properly to maximize return on these tools.
• Perform necessary follow-up after joint or individual sales calls.

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

• Analyze monthly the territory sales goals and current level of business.
• Program time and effort to allow for frequent contact of OD field 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.
• Plan to spend at least three weeks out of each month in the field.
• 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 OD Global Sales Manager’s duties in administration will be to:

• Send a weekly recap of service center visits to Director of OD-Global Sales, appropriate Managers of Sales and Service and to the appropriate 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 informed on the competitor’s 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 or VP of OD Global.

The OD-Global Sales Manager 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 OD-Global Sales Manager permitted to consume alcoholic beverages and operate a company 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.

Note:  Falsification of company documents such as Expense Reports, computer sales call entries, itineraries, Target Accounts or any other required sales related process, will be grounds for termination.

Interested candidates, should submit in writing to:

Jerry Aaron
Director Safety Compliance, Training and Recruiting
Old Dominion Freight Line, Inc.
500 Old Dominion Way
Thomasville, NC 27360