Sales Specialist

Introduction

Manage sales of Buffalo domestic-parcel services through new business development, key account management, sales policy execution and contract lifecycle management, delivering approved revenue, gross profit and collection targets while coordinating billing, settlement and service to support sustained growth.

The successful candidate must have a strong understanding of courier services, express deliveries, distribution networks and last-mile delivery solutions, with the ability to identify customer requirements and recommend cost-effective, reliable logistics solutions.

Job description

• Execute territory or portfolio plans, prospect, visit customers, assess needs, present solutions, negotiate and close business against approved targets.
• Apply sales, pricing and credit policies; propose rates and discounts based on needs and delivery costs; maintain approved rates and escalate exceptions.
• Develop account plans, map decision-makers, secure renewals and expansion, address churn risks and coordinate service delivery.
• Coordinate drafting, review, approval, signing, filing, performance and renewal; verify scope, rates, payment terms, liabilities and termination conditions and seek approval for changes.
• Coordinate account setup, operational handover and first shipments; resolve service concerns and support recurring volume.
• Obtain statement confirmation and billing information, track settlement and execute assigned collection plans with Finance. Finance retains invoice review and issuance, cash posting and write-offs.
• Submit and reconcile performance, commission and allocation data under approved rules; document account ownership, cross-territory contributions and allocation evidence; escalate disputes. Business and Finance must confirm allocation definitions. Do not independently determine entitlements.
• Maintain CRM and pipeline records, forecast revenue, gross profit and collections, and improve conversion and account contribution. Managers additionally coordinate sales plans, policy recommendations within authority and cross-functional resources; people management depends on approved headcount.
• One year in B2B or logistics sales, with independent prospecting, pricing, negotiation, closing and collection follow-through.
• Minimum Three Years of relevant sales experience, with verifiable key-account, revenue, gross profit, negotiation and collection results.