Position Purpose

This position is designed for an industry expert capable of facilitating a leading role in the sale of the PGL's services throughout a major geographical area and is responsible for leading and driving the sales efforts within the government services team for a specified region, with a primary focus on commercial clients (Defense Contractors, companies that supply and service Federal, State and local agencies). This role requires a strategic sales leader with the ability to build and maintain key relationships, drive revenue growth through effective sales strategies, and ensure the integration of government services into commercial sales activities. Ensure PGL GS provides superior customer support to each and every business partner as well as prospective business partners. The Global Sales Director will also focus on building strategic partnerships with existing clients and establishing new partnerships with businesses in need of customized logistics solutions.

Key Responsibilities:

- Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders

- Discover global supply solutions for customers concerning transportation, logistics systems, imports or exports, or customer issues

- Recommend products to customers based on their needs and interests

- Negotiate with customers to improve supply chain efficiency or sustainability while maximizing PGL margins

- Answer customers' questions about products, pricing, availability, applications, and terms

- Estimate or quote prices, credit or contract terms, warranties, and delivery dates

- Consult with clients after sales or contract signings to resolve problems and provide ongoing support

- Maintain business relationships with key accounts and continuously develop new opportunities

- Provide exceptional customer service to assigned customer accounts through an understanding of business requirements

- Manage key or strategic customer accounts to ensure continued satisfaction and loyalty

- Ensure successful execution of sales strategies, objectives, and revenue goals

- Maintain contact with key markets through site visits and market analysis

- Plan and implement sales programs across one or more of the company's product lines

- Ensure sales activities align with company objectives and broader strategic initiatives

- Evaluate and provide analysis for new products and international market opportunities

- Resolve customer complaints regarding sales and service matters with professionalism and urgency

- Collaborate with operations and pricing teams to develop rate schedules and pricing models

- Review operational records and reports to assess profitability and project future sales

- Monitor customer trends to continuously refine sales focus

- Prepare detailed sales forecasts to guide leadership and revenue planning

- Work with department heads to coordinate customer specifications and advertising support

- Provide timely updates and communication to team members and leadership by phone, email, and in person

Mentorship, Sales Enablement, and Government Liaison Duties:

- Serve as the internal subject matter expert (SME) on all Government Services sales activities, offering insight and real-time guidance throughout the sales lifecycle

- Mentor and coach regional sales team members, particularly in areas related to government capture strategy, pipeline development, and sales process execution

- Actively participate in strategic sales calls (both virtual and in-person) to assist with message positioning and solution articulation

- Educate team members on the differences between government and commercial sales cycles, including compliance, regulatory constraints, and contract mechanisms

- Act as the central liaison for PGL staff seeking support or clarification on navigating public sector logistics opportunities

Sales Strategy and Execution:

- Leverage personal/professional relationships to continue to develop business opportunities for Government Service

- Assist Government Service Senior Director of Sales in devising solutions to meet client needs on an ad hoc basis

- Update weekly data on Book of Business, Weekly Corporate Brief and HigherGov/CRM Matrix sheet

- Submit tradeshow, conference desires on annual GS spreadsheet

Qualifications

To perform this job successfully, an individual must be able to perform each Key Tasks and Responsibilities satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Skills and Competencies:

- Deep knowledge of 3PL services and their application in both commercial and government sectors

- Exceptional leadership, communication, and team management skills

- Ability to develop, execute, and evolve long-term strategic sales plans

- Strong analytical and problem-solving capability

- Proficiency in Microsoft Office and CRM systems

Preferred Attributes:

- Demonstrated ability to thrive in a fast-paced and dynamic environment

- High degree of integrity and professional ethics

- Superior negotiation and client relationship-building abilities

- Experience working collaboratively across cross-functional departments

Key Performance Indicators:

- Successful integration of Government Services into both commercial and public sector opportunities

- High client satisfaction and retention rates across the portfolio

- Effective mentorship and development of regional sales team members

- Consistent revenue growth and strategic account expansion

- Strength and visibility of PGL’s brand in the government logistics marketplace

Education and Experience

Years of Experience: 5 - 10 Years of sales

Education: Industry related degree and/or certification preferred

Knowledge

Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Administration and Management — Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Skills

Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Speaking — Talking to others to convey information effectively.

Persuasion - Persuading others to change their minds or behavior.

Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.

Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

Negotiation - Bringing others together and trying to reconcile differences.

Service Orientation - Actively looking for ways to help people.

Active Learning - Understanding the implications of new information for both current and future problem-solving and decision-making.

Coordination - Adjusting actions in relation to others' actions.

Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.

Reading Comprehension — Understanding written sentences and paragraphs in work related documents.

Abilities

Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.

Oral Expression — The ability to communicate information and ideas in speaking so others will understand.

Speech Clarity - The ability to speak clearly so others can understand you.

Speech Recognition - The ability to identify and understand the speech of another person.

Written Comprehension - The ability to read and understand information and ideas presented in writing.

Written Expression - The ability to communicate information and ideas in writing so others will understand.

Problem Sensitivity - The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.

Deductive Reasoning - The ability to apply general rules to specific problems to produce answers that make sense.

Near Vision - The ability to see details at close range (within a few feet of the observer).

Category Flexibility - The ability to generate or use different sets of rules for combining or grouping things in different ways.

Fluency of Ideas - The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).

Inductive Reasoning - The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).

Information Ordering - The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).

Originality - The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.

Tools

- Desktop computers

- Facsimile machines

- Laptop computers

- Special purpose telephones

- Multi-line telephone systems

Technology

- Calendar and scheduling software

- Electronic mail software

- Enterprise resource planning ERP software

- Manufacturing resource planning MRP software

- Customer resource management CRM software

- Logistics and supply chain software (CargoWise ediEnterprise)

- Microsoft Excel and other office applications