IMPACT
Revenue: New client/Warehousing
We warehouse a variety of products for a variety of clients. We also
assemble, fulfill, ship orders, and report on a real-time basis.
We offer the flexibility to scale warehousing usage to exact business
needs with rate structures that lower cost as you scale up. We can
hold one pallet or 400,000 cubic feet. Our technology is best-in-class.
With the growing concern for global environmental awareness and
sustainability efforts. Our LEED Silver Certified facility and
operations addresses many environmental concerns.
Websites www.cga-logistics.com and www.carlsongroupinc.com
Direct Report
COO (USA)
Position Summary
Supporting new business efforts from lead generation, prospecting,
and presentations for public warehousing space.
Work Focus
-
Focus:
- New business, new client (NB)
- Submit suspects to CRM manager & develop suspects into
targets, and work with Sales Executive to convert to prospects,
& then clients. Prime objective is to maintain sufficient
contact activity that will achieve this & therefore support
sales goals
- Admin support with pre-sale & post-sale
activities/tasks including:
- CRM System management
- Production & distribution of proposal documents &
presentation materials
- Project work flow forms, reports, updates
- Proposal log management
-
CRM Metrics: Management will use CRM module to
monitor your follow up against the top 100 suspects.
- Minimum follow up metrics:
- Prospects 2x per month
- Targets 1x per month
- Suspects Quarterly
- Based on a Top 100 list of names, follow up requirements
would be:
- Prospects & Targets – average of 4 per day
- Suspects – average of less than one
-
NB Scope: Pre-Sale
- Initiate new project review meeting for approval &/or qualification
- Gathers specific competitive intelligence
- Initiate discussions with accounts regarding Contract for Services
agreement & connect COO or Account Director with appropriate
client contacts.
Reporting
- § CRM new business activity & follow-up
metrics: On-going
- § Sales proposal log & forecasting: Monthly
- § Sales planning (qualitative &
quantitative): Yearly
Performance Metrics/Goals
- § Capabilities presentations established for Sales
Executives: 20 - 30 per year
- § RFP’s generated: 10 - 15
- § Accurate & timely proposal generation including scheduling
- § Revenue growth & maintenance
