Director of Sales

Career Opportunities with InterChange Group, Inc.

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APPLICATION INSTRUCTIONS

Check you match the skill requirements for this role, as well as associated experience, then apply with your CV below.

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Position : Director of Sales

Interchange Group is a 3PL provider with cold and dry storage, transportation, and value-add services along with an innovative approach and a fantastic, people-first culture.

We have Tier1 technology that allows us to strategically integrate with our customers. Interchange Group is seeking a Director of Sales to spearhead the development and implementation of a more strategic and global view from a sales and marketing perspective.

The ideal candidate will have a proven track record of success in customer acquisition and retention, sales optimization, strategic account management, and team leadership and will bring a book of business comprised of contacts in the food, beverage, and / or pharmaceutical industries.

This is an in-person role in Harrisonburg, VA, with regular travel. Hours may vary

Responsibilities :

• Serve as a catalyst for change within the organization, working closely with the COO and other key leaders to align sales and marketing strategies with overarching business goals.
• Develop and execute a comprehensive go-to-market strategy to drive organic growth and expand the company’s market presence, including target customers, pricing, mix of offerings, and sales approach.
• Create annual and long-term sales plans, ensuring they stay up-to-date with market trends.
• Use data and analytics to anticipate and understand trends in the market, competitor strategies, and customer issues.
• Harness the company’s recent technological investments to enhance cold storage traceability and operational efficiencies.
• Spearhead strategic account management efforts, nurturing relationships with key clients to ensure continued organic growth.
• Set pipeline tools and tracking systems, generating key reports that enable the sales team to increase revenue targets and improve forecasting efforts.
• Mentor and lead a high-performing sales team, fostering a culture of growth, collaboration, and respect.
• Act as a leader to the customer experience team, providing guidance in the post-sales process from onboarding to retention efforts.
• Learn the business and its customers inside and out, making an effort to understand how different customers may benefit from various offerings.
• Market the business both internally and externally, effectively communicating via both traditional and digital media and promoting the company’s offering and values at industry and community meetings.
• Standardize selling processes and guidelines for the department, assessing and responding to RFPs in an efficient manner and monitoring close rate.
• Implement data and analytics tools and tracking systems to gain insights that will lead to effective forecasting and increased revenue targets.
• Identify and explore new areas for revenue growth and process improvement.
• Manage multiple projects simultaneously within a fast-paced environment, often working cross-functionally to meet deadlines, providing visibility into the workflow at all times.

Qualifications :

• Bachelor’s degree, required; MBA or similar advanced degree a plus.
• 8+ years of experience, proven background in sales and marketing within warehousing, cold storage, or 3PL sectors.
• Track record of success in strategic account management with established contacts (book of business) in the food, beverage, and pharmaceutical industries preferred.
• Executive presence with experience engaging with key executives and stakeholders, demonstrating strong client-facing skills.
• Ability to understand and articulate complex supply chain dynamics, including trucking and logistics operations.
• Entrepreneurial mindset with the ability to drive change and innovation within the organization, while also willing to learn and adapt as needed.
• Strong analytical skills and proficiency in leveraging data analytics to support sales and revenue growth.
• Excellent team leadership chops, with experience developing and mentoring a sales team via training, promotions, recognition, and performance management.
• Natural people person with strong written and verbal communication abilities.
• Desire to work in a people-first, family-like environment.

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