The Opportunity: Director, Sales

The Port of Virginia - Virginia International Terminals is seeking a Director, Sales to drive growth by increasing container volumes through the port and securing new Beneficial Cargo Owners (BCOs) to utilize industrial warehousing and distribution space within the assigned market. This role involves developing and executing strategic sales plans to attract and retain BCOs, enhancing relationships with existing clients, and identifying new business opportunities. This role will primarily focus on accounts such as Health & Wellness/Pharmaceuticals, Household Products & Conglomerates, Sporting Goods & Outdoors, and Automotive/Machinery (including retail).

What You'll Do: Responsibilities

Develop and implement strategic sales plans to increase container volumes through the port by researching, identifying and prioritizing target markets and key Beneficial Cargo Owners (BCOs) for business development. This includes but is not limited to:
- Maintaining a deep understanding of our products/services and industry knowledge to provide expert guidance helping customers identify their needs and offering tailored solutions that drive value for their business.
- Identifying and pursuing new BCOs to utilize industrial warehousing and distribution space.
- Building and maintaining a robust pipeline of prospective customers and opportunities.
- Cultivating and managing relationships with existing customers to enhance retention and increase their volume of business.
- Delivering targeted presentations to prospective and existing customers.
- Documenting customer engagements and maintaining appropriate data in CRM.
Foster a collaborative and high-performance culture within the commercial teams.
Collaborate with other internal departments for a cohesive approach to cargo and infrastructure growth, market share growth/preservation, and marketing initiatives.
Prepare and present regular reports on sales performance, market conditions, and growth opportunities to senior management.
Analyze market trends, competitor activities, and industry developments in conjunction with the Growth team to inform strategic decisions.
Attend related conferences and other industry events to gain trade knowledge and network with customers and stakeholders.
Host key accounts for tours of marine and inland terminals.
Maintain and administer budget for discretionary sales-related expenses.
Ensures compliance with all security and environmental regulations and policies within work area at all times. This includes properly addressing issues through action or reporting matter and concerns to Manager.
Other task and assignments as directed.

Who You Are: Qualifications

Bachelor’s degree required.
Five years of sales experience required.

You Should Know: Disclosures

The Port of Virginia is an Equal Opportunity Employer and therefore does not discriminate on the basis of age, sex, race, religion, disability or national origin.

Selected applicant must be able to pass a pre-employment background check which may include any of the following: Academic record and verification of education and/or certifications; Employment history (including references); Criminal history; Driving record; Fingerprinting; drug and alcohol testing, Fit for duty Physical, Other records or information related to the candidate's suitability for the position.

Selected applicant must be able to obtain a TWIC (Transportation Workers Identification Card).

The Port of Virginia

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Director, Sales