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Title:  Sales Executive

Location: 

Totton, GB, SO40 3HX

About Descartes: 

Descartes (TSX:DSG) (Nasdaq:DSGX) is the global leader in providing on-demand, software-as-a-service solutions focused on improving the productivity, performance and security of logistics-intensive businesses. Descartes has over 147,000 parties using its cloud based services. Customers use our modular, software-as-a-service solutions to route, schedule, track and measure delivery resources; plan, allocate and execute shipments; rate, audit and pay transportation invoices; file customs and security documents for imports and exports; and complete numerous other logistics processes by participating in the world's largest, collaborative multimodal logistics community. Our headquarters are in Waterloo, Ontario, Canada and we have offices and partners around the world. Learn more at www.descartes.com.

 

BACKGROUND

Descartes is recognised as an industry leader with a winning culture, we overachieved our sales plans for Customs last year and plan to do it again! Being a UK Customs technology leader and with the imminent Brexit transition on 31/12/2020, the customs world is getting materially disrupted as more than 40,000 companies are going to have the file declarations for the first time.  This represents a once in a lifetime opportunity, and we need your help.

 

POSITION SUMMARY

In this role, in short term, you will need to capitalize on the tidal wave and then continue to expand our market share over the long term with our broad portfolio of supply chain/global trade solutions. You will be reporting to the VP Sales UK, who is heading a small but energetic sales team, willing to go that one step further to meet the customers’ expectations and get the deal closed. The sales team is supported by different corporate departments (marketing, pre-sales, legal) and by a local sales support organization.

 

RESPONSIBILITIES

  • You will build value to displace the competition on something other than the price.
  • You will be a champion of Business development that thrive on the hunt.
  • You will successfully help your prospects develop a solution vision using your products as a centerpiece.
  • You will need to show your activities and understand the importance of tracking your data.


QUALIFICATIONS AND KEY ATTRIBUTES

  • You must be a team player, goal-oriented and a self-starter
  • You should ideally have Customs and/or Logistics Services experience.
  • You must be a problem solver with great listening skills and have the ability to ask the right questions.
  • 5+ years of direct sales experience.
  • Track record of consistently exceeding/ meeting personal quota targets in the software space
  • Execution of a highly proficient and repeatable sales process is required
  • You will need creativity and ingenuity in developing successful sales; have a working knowledge of the logistics and transportation industry along with a pulse on what is forthcoming.
  • You will need to have a proven track record of winning complex sales deals by using a consultative approach.
  • You must understand the value of business planning and be passionate about continuous improvement and can learn quickly and think on your feet.