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Director of Enterprise Sales- Southeast

Company: Penske
Location: Atlanta
Posted on: January 15, 2021

Job Description:

Position Summary:
The Director of Enterprise Sales is responsible for expanding our overall business with top organizations by setting growth strategies for the future. As the leader of the Enterprise team, this position will spend time networking and building multiple relationships at the Executive levels. The Director of Enterprise Sales will manage the relationship, strategy and growth goals for the business.

This person reports to the Region VP of Sales and will have regular interaction with the SVP of Sales and Sales leadership in PL and PTL.

This position can be based anywhere. The director will need to travel regularly throughout the Southeast region, and be accessible to customers and leaders as needed.

Major Responsibilities:
Talent Leadership and People Management
• Provide leadership to the Enterprise Sales team to drive their performance through guidance, focused training, mentoring, and coaching
• Shares sales and operational knowledge and wisdom in order to inspire and motivate others to become effective sales leaders
• Create awareness and collaboration with PTL and PL sales teams to bring our expertise to the customer or prospect.
• Orchestrate collaboration across a field of stakeholders in the execution of complex deals
• Provide insight and feedback regarding the performance of Executive Sales team based on appropriate evaluation methods and target setting
• Identify training needs and development of training programs and monitor application of trainings and progress

Customer Relationship Management
• Establish relationships with assigned accounts through networking and relationship building at the executive level.
• Build Penske brand recognition from within customer organizations through personal interaction, attendance at corporate events / meetings, and strong customer relationships
• Responsible for understanding customers' business needs in order to orchestrate the necessary internal resources to ensure business objectives are met.
• Act as the lead contact and Penske representative to assigned accounts.
• Create transportation solutions strategies to address customers' current and anticipated business needs.
• Partner with the customer to maintain deep knowledge of customer business to anticipate and recommend solutions.
• Explores innovative approaches to addressing specific customer needs and resolving issues

Deal Strategy, Planning, and Growth
• Develop a sales strategy for each assigned account to cultivate new business for all Penske product lines.
• Leverage internal resources to facilitate the implementation of the sales strategy.
• At the direction of SVP of Sales, assist with securing large deals with a sales associate.
• Provide strategic oversight and direction through the sales process.
• Demonstrates strategic thinking in developing sales strategy for large complex deals
• Leverages in depth knowledge of business, customers, Penske sales processes, products, field operations and corporate functions in the development of deal strategy
• Demonstrates emotional intelligence with a drive to achieve.
• Advocate and execute new sales promotions in cooperation with Marketing group.
• Continue to grow business over the long term through key relationships with assigned accounts.
• Constantly maintain an understanding of the competitive landscape
• Proactively identify, pursue, and maintain a constant pipeline of potential customers via prospecting, networking and referral activities within a regional market. Evaluate each growth opportunity around plans for future focus

• 10 years in the transportation industry. Experience working with large national customers with multiple locations
• Experience working with senior and executive level customers
• Bachelor's degree in Business, Sales, Marketing, or related field, Masters degree preferred
• Expertise in networking and negotiating
• Expert level analytical skills
• Excellent written and verbal communication skills
• Demonstrated proficiency in closing large, complex deals
• Ability to influence business partners and to see the big picture and create strategy.
• Strong ability to build relationships at all levels of an organization.
• Ability to prioritize multiple projects / customers / work streams
• Ability to build a team and lead a sales team
• Strong customer focus and highly collaborative
• Demonstrates strategic thinking.
• Regular, predictable, full attendance is an essential function of the job.
• A willingness to travel as necessary, work the required schedule, work at the specific location is required. Successful candidate must complete Penske employment application, submit to a background investigation (to include past employment, education, and criminal history) and complete a drug screening.

Physical Requirements:
- The physical and mental demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals
with disabilities to perform the essential functions.
- The associate will be required to: read; communicate verbally and/or in written form; remember and analyze certain information; and remember and understand certain instructions or guidelines.
- While performing the duties of this job, the associate may be required to stand, walk, and sit. The associate is frequently required to use hands to touch, handle, and feel, and to reach with hands and arms. The associate must be
able to occasionally lift and/or move up to 25lbs/12kg.
- Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and the ability to adjust focus.

Penske is an Equal Opportunity Employer.

About Penske Truck Leasing
Penske Truck Leasing Co., L.P., headquartered in Reading, Pennsylvania, is a partnership of Penske Corporation, Penske Automotive Group and Mitsui & Co., Ltd. A leading global transportation services provider, Penske operates a premier fleet of vehicles and serves its customers from locations in North America, South America, Europe, Australia, and Asia. Penske's product lines include full-service truck leasing, contract maintenance, commercial and consumer truck rentals, used truck sales, transportation and warehousing management and supply chain management solutions. Visit to learn more.

Keywords: Penske, Atlanta , Director of Enterprise Sales- Southeast, Sales , Atlanta, Georgia

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