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Company Background

PCS Software, Inc. is an AI platform for the transportation logistics marketspace providing the trucking industry’s most effective transportation management platform (TMP) to improve fleet management and delivery systems and increase profits for our customers. Through innovation and invention, our software individualizes work routines, consolidates workflows, and streamlines management controls to improve accountability, transparency, and eliminate costly and redundant manual processes.

Trucking companies and freight brokers trust PCS to optimize their dispatch, accounting, and fleet operations. TL, LTL, Intermodal, and freight brokerage services use our TMP to automate operations, easily access information, and reduce inefficiencies to maximize sales and revenue. Founded in 1997 and located in Houston, Texas, PCS Software is the leading developer of hosted software solutions designed specifically for the ground transportation industry.

Location: Regional based candidates preferred with 50% travel as necessary in given territory. This role is open to virtual home-based locations in the United States.

Job Description: Regional Field Sales Executive

The Regional Field Sales Executive will be responsible for a multi-state region. This individual will be expected to travel up to 50% of the time around the region to different client locations on a regular basis. The ideal candidate will come from a PaaS, SaaS Software Company with a solid Software Sales background. Added value comes if the ideal candidate has previous trucking or logistics industry experience as well. You will be a member of the regional office but will have additional sales support team members working toward your regional sales group goals including sales development or business development representatives and marketing team members focused on demand generation and client marketing initiatives.

ROLE AND RESPONSIBILITIES

  • Expected to have the strength and experience to be an individual contributor. Will work with a Sales VP or the CRO as well as sales development representatives, business development representatives, platform engineers, product team members, and the customer success/account team members to drive new sales in the territory as a team.
  • The ideal candidate will extend relationships with past sales accounts as well as add new labels monthly to PCS Software’s list of customers.
  • In addition, the Regional Field Sales Executive will help train new sales team members on how to cross-sell and up-sell existing accounts into the expanding PCS PaaS Platform.
  • Set up qualified client meetings per daily, weekly, and monthly quota requirements.
  • Utilize data resources, Salesforce, and industry publications to cultivate and qualify the appropriate leads in the assigned territories working with the Business Development Representatives, Marketing team, Regional Sales Directors, and Pre-sales Solution Engineers.
  • Execute on campaigns designed by the marketing group as necessary.
  • Meet and speak with prospective stakeholders and own the contract process from start to finish.
  • Assist with trade shows, user conferences, technical lunch & learn activities, and other sales related client events and activities.
  • Qualify prospects in accordance with the sales process, determining project timeframe, key contacts, and funding sources
  • Data entry (and maintenance) of prospect and contact data in the Salesforce CRM database
  • Identify market segments and generate strong leads in conjunction with your designated business development representative.
  • Prospect leads through carefully crafted email campaigns and cold calls of your own as well as those sales qualified leads provided by the business development representatives.
  • Book and oversee product demonstrations including the preparation of marketing materials and presentations as necessary.

TECHNICAL SKILLS, REQUIREMENTS, AND EXPERIENCE

  • 5+ Years of field sales experience selling within the software industry, specifically SaaS, or PaaS Solutions.
  • Recent and relevant experience selling within the transportation and logistics industry.
  • Be a closer! Candidates should demonstrate their success selling $1M+ annually in software licensing and services consistently over the last 5 years.
  • Ability to manage the Sales pipeline using Salesforce Sales Cloud, CPQ and other applications within Salesforce.
  • Ability to work closely with the marketing team to drive awareness, branding, and lead generation.
  • Manage to a set of specific sales KPI’s.
  • Create, implement, and maintain a sales operating plan annually.
  • Requires deep knowledge of software sales as a service and sales on software platforms and the ability to be a trusted business advisor to your clients to drive sales revenue.
  • Attend regional tradeshows, seminars and company sponsored fleet automation events.
  • Sales training or certifications in a sales methodology or technical certification is a plus!

EDUCATION REQUIREMENTS

Bachelor’s Degree preferred in business, technology, or logistics

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