Account Manager/New Business Development (Warehousing) - The Carlson Group, Inc.

IMPACT

Revenue: New client/Warehousing

We warehouse a variety of products for a variety of clients. We also assemble, fulfill, ship orders, and report on a real-time basis.

We offer the flexibility to scale warehousing usage to exact business needs with rate structures that lower cost as you scale up. We can hold one pallet or 400,000 cubic feet. Our technology is best-in-class.

With the growing concern for global environmental awareness and sustainability efforts. Our LEED Silver Certified facility and operations addresses many environmental concerns.

Websites www.cga-logistics.com and www.carlsongroupinc.com

Direct Report

COO (USA)

Position Summary

Supporting new business efforts from lead generation, prospecting, and presentations for public warehousing space.

Work Focus

• Focus:
  • New business, new client (NB)
  • Submit suspects to CRM manager & develop suspects into targets, and work with Sales Executive to convert to prospects, & then clients. Prime objective is to maintain sufficient contact activity that will achieve this & therefore support sales goals
    • Admin support with pre-sale & post-sale activities/tasks including:
    • CRM System management
    • Production & distribution of proposal documents & presentation materials
    • Project work flow forms, reports, updates
    • Proposal log management
• CRM Metrics: Management will use CRM module to monitor your follow up against the top 100 suspects.
  • Minimum follow up metrics:
    • Prospects 2x per month
    • Targets 1x per month
    • Suspects Quarterly
    • Based on a Top 100 list of names, follow up requirements would be:
      • Prospects & Targets – average of 4 per day
      • Suspects – average of less than one
• NB Scope: Pre-Sale
  • Initiate new project review meeting for approval &/or qualification
  • Gathers specific competitive intelligence

• Initiate discussions with accounts regarding Contract for Services agreement & connect COO or Account Director with appropriate client contacts.

Reporting

• § CRM new business activity & follow-up metrics: On-going
• § Sales proposal log & forecasting: Monthly
• § Sales planning (qualitative & quantitative): Yearly

Performance Metrics/Goals

• § Capabilities presentations established for Sales Executives: 20 - 30 per year
• § RFP’s generated: 10 - 15
• § Accurate & timely proposal generation including scheduling
• § Revenue growth & maintenance

Required Skills

• Minimum of two years experience selling public warehousing space.
• Must be fluent in English
• Strategic thinker
• Technically savvy
• History of working in a team environment
• Proficient in Microsoft Office Suite
• CRM (Claritysoft) experience a plus.