RVP Sales

Overview

NFI is a leading, family-owned, fully integrated third-party supply chain solutions provider. Serving customers around the world, across a variety of industries, NFI is dedicated to providing customized, engineered solutions that propel a business to succeed. Privately-held by the Brown family since its inception in 1932, NFI generates more than $3.9 billion in annual revenue and employs more than 17,000 associates.

NFI operates over 73 million square feet of warehouse and distribution space, and its company-owned fleet consists of over 5,100 tractors and 14,300 trailers.

Reporting to the Senior Vice President of Sales, the RVP of Sales is responsible for developing and maintaining business relationships with customers and prospects.

Primary responsibilities are to lead a North American-based sales team and deliver against established sales goals for new business growth. This position requires superior business acumen, negotiation, analytical and problem solving skills, and a demonstrated capability to develop sales strategies to adapt to the changing business environment.

Sales:

• Exhibit day-to-day diligent “hunting” mentality approach to prospecting and new business lead generation, with expectation of an active pipeline in excess of $50M.
• Anticipate within first 12 to 24 months of hire to execute in excess of $8M annualized new business.
• Retain profitable business by managing account base and ensuring quality relationships with customers. Develop new business from existing accounts by understanding the customers’ business, identify growth opportunities, and drive improvement.
• Participate in rate schedule development and contracts for both new and existing business.
• Complete key administrative tasks including CRM (Salesforce), manage appropriate pipeline and update key customer information.
• Build customer relationships at the executive, regional and local levels to support retention of existing business and help to expand service offering with existing customers.
• Take leadership of the sales cycle process including prospect development, lead generation, prospect qualification, analysis, pricing, contract signing, start-up and customer service follow-up after business award.
• Prepare and present proposals to customers up to the C-Suite level that will grow the business. Negotiate contract terms, structure and customer acceptance of proposals.
• Improve the national account strategy through analysis, innovation, and continuous improvement, to grow revenues year-over-year.
• Remain current on product knowledge through attendance of sales meetings, vendor trainings, reading industry related publications, and participate in industry-related professional forums.

Team Growth:

• Recruit, develop, and retain a high performing sales team or director and senior director levels.
• Empower and challenge team members to reach their full potential.
• Mentor sales team members to enhance and refine requisite skills and competencies needed to successfully close business.
• Exhibit commitment to the development of NFI employees, including active ownership of self-development.
• Encourage daily compliance with established team processes, procedures and best practices.

• Bachelor’s degree in Business Administration, Supply Chain Management, Operations Management or a closely related field, or equivalent combination of education and related experience.
• 10+ years of work experience with Sales Leadership at an asset-based provider.
• A proven record of accomplishment in creating a viable pipeline and closing new business specific to network and dedicated (DCC) lines of business.
• Ability to manage the pressures and stress associated with a deadline-oriented atmosphere and customer service issues. Demonstrates skill in making independent decisions in support of company policies and procedures in a timely manner.
• Grows with determination, compassion, self-awareness, and courage. Exemplifies how to do the difficult, right thing every day. Demonstrates commitment, courageousness, respect, and self-awareness.
• Sets an employee development strategy. Builds a bench for organizational growth and success. Ability to coach and…