Company Description “We’re not in the shipping business; we’re in the information business” -Peter Rose, Expeditors Founder
As a Fortune 500 company, Expeditors employs more than 15,000 trained professionals in a worldwide network of over 300 locations across six continents. Expeditors satisfies the increasingly sophisticated needs of international trade through customized solutions and seamless, integrated information systems. Our services include the consolidation and forwarding of air or ocean freight, customs brokerage, vendor consolidation, cargo insurance, time-definite transportation, order management, warehousing, distribution and customized logistics solutions. Expeditors is headquartered in Seattle, Washington.
Assess competitors by analyzing and summarizing competitor information and trends (Market Intelligence) to identify sales opportunities.
Qualify leads utilizing reporting and analytics tools, and deliver / assign the leads to the sales team
Engage in pre-sales activities and identify customers prior to sales engagement
Utilize Customer Relationship Management to help manage and organize the sales teams’ customer accounts, enable global engagement and ensure data integrity measurements are met
Support with some onboarding of sales personnel
Take on additional assignments as required, in support of company needs
Sales Lead pack for DSE’s
Market Qualified leads
load MQL into CRM according to chosen filtered criteria (i.e. size, no of locations, vertical)
CRM Leads Management
Check CRM –if there is already an existing Customer enabled GCI – if not carry on with lead. (if yes, disqualify as duplicate GCI)
Ensure all the companies details are captured correctly in the Sales Lead
Industry – Vertical
Where are their locations, Regional and Global Headquarter?
Check on Distributors – are we already dealing with some of them – they could be promoters for us
Check Expo for customer info check list and global engagement – if we have GCI’s in other locations, collaborate with the owners and establish what involvement they have had and their strategy.
Identify the key decision makers
Ensure all the companies details are captured correctly in the Sales Lead with as much information as possible
Assign qualified lead to the appropriate DSE according to territory – provide the pack with company information, Customs info check list and global engagement report, info from other owners so DSE can make contact and align
Follow up calls i.e. – Credit app ready?
Quote follow ups – pricing team
Call customers to check if they received and do they need anything else. if we have been successful on quotes.
Pull customer check list and global engagement report (sales packs for the week)
Lists – complete certain lists with CRM info when requiredResearch Company: google, company websites, social media i.e. LinkedIn, FB – do we have an established contact the is connected to the company – could serve as intro or promoter
Proficient with data and data analysis using Excel and other tools.
Aptitude and desire to learn Sales fundamentals and processes.
Outstanding time management skills, attention to detail, and sense of urgency to achieve goals.
Outstanding problem solving, organizational, and interpersonal skills.
Confidence to make decisions in response to changing conditions.
Highly proficient in PowerPoint and Word.
Ability to work productively both individually and in a team environment.
Oral and written proficiency in the English language.
Flexibility to take on additional tasks as requested.
University degree or equivalent