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PCS Software Inc · 3 days ago

Senior Sales Account Executive

New Jersey, United States

Full-time

Hybrid

Senior Level

$100K/yr - $200K/yr

5+ years exp

PCS Software Inc. is a leading provider of transportation management solutions with almost 30 years of proven reliability. The Senior Sales Account Executive will be responsible for building the client base and procuring new business through cold calling and customer visits, while maintaining strong relationships and delivering exceptional service to transportation and logistics customers.

LogisticsSoftwareSupply Chain ManagementTransportation

No H1B

U.S. Citizen Only

Hiring Manager

Julie Cunningham

Responsibilities

Follow-up with current lead opportunities and contact new prospects via outbound calling. This position leaves you in total control since you will receive approximately 40% of your sales qualified opportunities from the marketing and business development team, but will always be responsible for sourcing about 60% of your leads from your own outbound hunting

Strategically build a strong pipeline to ensure quota is consistently met. You will have an annual goal, but we pay commissions monthly, so if you are motivated by money, then this is a great plan!

Coordinate with the Platform Engineers to schedule demonstrations that highlight specific elements of the PCS platform and perform your own product demonstrations as necessary

Deliver amazing customer service to potential clients as an ambassador and face of the company, but more important is for you to know the customer's transportation business challenges inside and out because you function as a trusted advisor and business partner to our customers. You need to understand not only the PCS product offering inside and out, but understand the domain specific needs that challenge the transportation and logistics industry and leveraging the value of our platform, services, and training resources to solve mission critical issues

Identify decision makers and establish relationships with key players to generate interest and close deals

Document daily sales activity and communicate information regarding prospects and opportunities via Salesforce.com

You will complete the full sales cycle filled with potential prospects beginning with the initial contact and then with constant follow-up calls, negotiate and close sales agreements, and closely champion your clients from pre-sales phase to the implementation process

Qualification

Sales experienceTransportationLogistics SalesCRM experienceB2B phone salesPipeline managementCommunication skillsProblem-solving skillsOrganizational skillsCritical thinking

Required

5+ years of direct and inside sales experience with small and medium transportation business focus

5+ years proven ability to hunt and prospect for sales opportunities via outbound calling, F2F customer meetings, and industry marketing events and campaigns

B2B phone sales experience required

2+ years sales experience in one of the following: Transportation or Logistics Software Sales, SaaS Sales, Platform Sales, Technology Sales, or other related industry experience

CRM experience, preferrably, Salesforce

Demonstrated ability to consistently achieve and exceed quota

Proven ability to manage leads, manage a pipeline, and forecasting

Proven record of selling solutions over the phone and in the field with persuasive closing techniques and preferrably formal sales methodology and/or software demo training