Job Description
Job Description
Discover a career at Depot Connect International (DCI) , a global leader in the Tank / ISO Tank Container Services and Tank Trailer Parts industry. We're more than just a service provider; we're a unified team combining the expertise of industry leaders Quala, Boasso Global, and PSC . Headquartered in Tampa, Florida, with over 160 locations worldwide, our team of over 3,500 employees excels in offering a multitude of mission-critical services.
This position requires a high-energy, results-driven Enterprise Sales Representative (ESR) to lead revenue growth at key customers by acquiring and expanding customer relationships across all lines of business. The ESR will work closely with the operations leadership team and regional sales teams to build an account plan for each customer focused on developing new sales opportunities and growth with existing customers.
The ESR will own the account performance by collaborating closely with Operations, Quality and the broader Commercial organization to drive revenue across all facilities. The ideal candidate is a strategic account manager with a proven record in B2B sales who thrives in fast-paced, service-driven industries.
Essential Job Functions
The ESR will own and grow a defined account set, developing new business and expanding existing accounts. This position requires a broad range of commercial related activities to be executed at different time intervals to be effective in this role. An outline of these activities is included below :
Daily Activities :
- Prospecting : Identify potential customers and leads via phone calls, email, social media
- Follow Up : Create, develop, and manage relationships between DCI and local customers
- Salesforce : Log all customer interactions and sales activities
- Administrative : Prepare quotes / proposals, respond to customer inquiries, schedule upcoming meetings. Execute customer volume growth agreements. Coordinate the internal account support team to best serve the customer, give direction and facilitate meetings as needed.
Weekly Activities :
Customer Meetings : Either in person (preferred) or site visits to discuss potential new business and identify customer requirementsChampion Customer Experience : Ensure customer needs are met, issues resolved, and expectations exceededPipeline Management : Review and prioritize opportunities based on customer status and deal stagePipeline Review Meeting (w / Manager) : Review top opportunities, deal parameters, and next step to close an opportunityPipeline Review Meeting (+ Ops) : Review top opportunities by region, deal parameters, and any assistance needed from OperationsOpportunity Review (w / Account Owners) : Coordinate local / national sales efforts to ensure and cohesive approach and avoid conflicting messagingMonthly Activities :
Sales Reporting : Review prior month performance and activity level against key KPIsMarketing : Consistently and on-going collect customer and market data and add to the account plans / marketing strategy to inform our market position. Review upcoming marketing plans regarding specific campaigns related to a DCI capability, DCI operating market, or industry segment.Marketing Feedback : Review effectiveness of current or prior marketing campaigns and measure success of lead conversionTerritory Sales Planning : Review territory coverage, gaps and support needed from operations or account teams assigned to top customersCustomer Reporting : Develop regular operational performance reporting to customers in the region including metrics and trendsService Implementation : Coordinate implementation of service changes, volume expansions, or new site launchesQuarterly Activities :
Quarterly Service Reviews : Conduct Quarterly Service Reviews (QBR) with each assigned account (minimum of two per year / two in person)Performance Monitoring : Review sales performance in the region and against quota, identify trends and improvement areasForecasting : Provide an updated forecast based on customer activity and industry feedbackMarket Analysis : Continuously analyze market trends, customer feedback, and competitor activity to inform go-to-market strategyNetworking – Online : Review any changes in leadership at customers and competitors, review online profile as needed (e.g. LinkedIn)Networking – Events : Participate in industry events including detailed advanced planning related to marketing message, customer meetings, and social eventsInternal Networking : Participate in internal meetings and planning sessions to develop relationships and supplement market plansAnnual Activities :
Contract Management : Manage contract renewals including price increase negotiations and service SLA requirementsAnnual Review : Performance evaluation on prior year including goal setting and quotas for the upcoming yearAnnual Meeting : Participate in the annual company meeting to review territory performance including short falls and future opportunitiesHigh Level KPIs :
Territory Growth – Account Set : Y / Y growthNew Business : Volume of new businessPipeline Growth : Quantity and volume of qualified growth opportunities in SalesforceSales Activity : Number of meaningful customer interactions Q / QVolume Agreements : Number and spend commitment of volume agreementsSkill Requirements :
Sales Oriented Mindset : Entrepreneurial self-starter motivated by growing their business from the viewpoint as an ownerStrong Interpersonal Skills : Exceptional communication, negotiation, and relationship-building skillsTeam Orientation : Ability to work effectively with all functional areas and peersTechnical Skills : High proficiency with CRM (Salesforce preferred) and MS Office SuiteInfluence : Ability to lead collaborative efforts with a cross functional internal team to delight our customersQualifications :
Bachelor’s Degree or at least 3 years of relevant industry or sales experience for a large, distributed service-focused sales organizationA producer with a verifiable track record of identifying, creating, and closing deals, and ultimately building a business.Expertise in building and managing a pipeline from lead generation through deal closurePreferred) Industry experience in transportation, logistics, chemical services, bulk containers, environmental services, or industrial maintenancePreferred) Experience in distributed service-based organizations with field sales teamsWork Environment
Frequent travel within the region required (up to 50%)Office and field-based environment; regular visits to customer and operational sitesMay require use of PPE (e.g., safety glasses, steel-toed shoes) when visiting facilitiesAbility to stand, walk, reach, and lift items as necessary while performing job functionsWhy Join DCI?
Impact : You’ll be a key player in driving regional growth in a high-potential segmentAutonomy : Own your market and shape your strategySupport : Backed by industry-leading operations and marketing teamsCulture : Fast-paced, entrepreneurial, and growth-oriented.DCI Benefits :
Medical, Dental, and Vision Insurance - partially employer paid401k with generous employer match10 Paid HolidaysTuition ReimbursementParental Leave