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Shipware is one of the fastest growing companies in the US. We’re constantly searching for top talent to help us sustain our growth objectives. If you thrive on making an impact, please apply!

POSITION DESCRIPTION

Channel Sales/Strategic Partnerships Executive - Shipware, LLC (San Diego, CA)
 
An Exciting Goal!
We are seeking highly motivated and competitive Channel Sales/Strategic Partnerships Executive to join our team who is experienced in growing sales through strategic partnerships with other synergistic companies or individuals that wish to expand their portfolio of services to their customer base.
 
This is a salaried position with uncapped commissions that requires a successful track record of prospecting and partnering with outside companies to successfully grow sales through affiliate channels. A winner must be able to execute both strategically & tactically.
 
Shipware's passion is to utilize experience, IP & technology to help high volume shippers keep quality while saving money. Our tagline is Shipping Expertise / Savings Delivered.
 
17 years of success & industry leadership earning 2017 INC 5000 and SDBJ Fastest Growing honors (Inc 5000 #857 for 2014-2016 growth of 525%).
 
Ownership has invested millions in technology, staff, new office space, process improvement & marketing. We are committed to being named as one of the Greatest Places to Work in San Diego.
 
The Challenges You Will Face:
The market is maturing, with many competitors. This can be a long sales cycle with many constituents. Shipware is a high-end consultancy, we must get in front of the buyers. You need to understand the industry, the buyer, the many potential synergistic companies and prioritize your valuable time for best outcome.
 
Your biggest competition is the buyer doing nothing, or trying to do it themselves.
 
You will need to engage TOMA (top of mind marketing) to stay connected and in relationship with partners. You will need to train them, support them, and incent them. Create a fun and effective culture of success.
 
What it Takes for You to WIN:
If you are extroverted, love people, can network, communicate well, and have a high attention to detail - this may be for you.
 
You will need to both market & sell.
 
The candidate we seek needs to be able to sell partnerships at the C-suite, but also sell it with the account executives that will be presenting our solutions to their customers and prospects. The candidate must be skilled at relationship building and asking the right questions to get to each buyer’s why. If you can find out PERSONAL WINS, you will win.
 
Company Background:
Shipware helps high volume shippers reduce Parcel and LTL costs by 10-30%. We find that many shippers are at disadvantage when it comes to negotiating carrier contracts due to complex pricing and not having access to comparative programs. Shipware's primary focus is to ensure its clients stop overpaying by utilizing industry specific negotiating techniques, pricing expertise across all modes, sophisticated analytical and benchmarking tools, and the industry's most comprehensive audit software.
 
What you get with Shipware as a Channel Sales/Strategic Partnerships Executive:

  • Competitive salary depending on experience, book and network.
  • Uncapped commissions (!)
  • Health Benefits
  • Entertainment budget and expense reimbursement
  • 401k (and corporate match)
  • Profit sharing
  • Private company strength and flexibility; we are debt free and highly profitable
  • Our commitment to your training and career development
  • 17 years of company excellence and a sterling reputation
  • A values-driven company with a “Work Hard/Play Hard” culture. Winning is coveted and highly rewarded.

 
Responsibilities:

  • Generate new business through prospecting, acquiring, and developing strategic partnerships
  • Develop and maintain accounts using a systematic method of sales skills and techniques (Example: Strategic Selling/Sandler Sales Training) helping our partners generate new business opportunities for Shipware
  • Negotiate commission structures and agreements with new strategic partners
  • Train and coach partners to sell Shipware services
  • Negotiate pricing and contracts with customers on behalf of our strategic partners to ensure maximum profitability
  • Make persuasive group presentations
  • Manage multiple projects and partners
  • Commitment to customer service with a sense of urgency

 
Qualifications & Experience:

  • MUST BE ADEPT AT DETERMINING BUYER'S PERSONAL WINS
  • Track record of success in securing and growing strategic partnerships in one of the following models: Independent Contractors, Agencies, Franchises, Channel Sales, Affiliate Partnerships, Strategic Alliances, etc.
  • Highly motivated with strong competitive drive
  • Knowledge base and relationships with shippers, 3PL's, freight forwarders, parcel automation, packaging, carriers, and other industry related services is a plus
  • Strong network of logistics professionals is a plus
  • Work independently with a strong work ethic
  • Excellent negotiation skills
  • Work within a team environment
  • Excellent phone communication and presentation skills
  • Computer skills including Microsoft Office products (Word, Excel, PowerPoint and Outlook)

 
Candidates Must:

  • Never be satisfied with the size of their current pipeline
  • Want to earn more each year by closing new strategic partnerships
  • Be committed to a comprehensive prospecting plan
  • Demonstrate the ability to work according to Shipware's core values: integrity, entrepreneurial, forward thinking, outperform, trust & respect, work hard & play hard

 
Minimum Requirements:

  • Three plus years of business development experience in landing new business through partner channels
  • Successful, proven sales track record
  • Strong written and verbal communication skills
  • Must possess strong analytical, strategic selling and creative thinking skills
  • Must be able to effectively use a CRM system. We utilize Salesforce
  • Travel up to 50%
Senior Pricing Analyst

Summary:

We are seeking a highly motivated and competitive Senior Pricing Analyst who has a comprehensive understanding of parcel pricing as it relates to customizing unique carrier contracts for high volume shippers.

This is a salary plus commission position requiring a successful track record of configuring highly complex parcel pricing contracts.

Company Background:

Since 2001, Shipware, LLC has been helping businesses by executing our mission: to increase our client’s profitability by delivering savings and value beyond their reach.

With decades of transportation negotiation experience, Shipware, LLC is recognized as the industry’s foremost parcel authority. Since 2001, we have helped some of the largest shippers in the world reduce parcel expenditures by hundreds of millions of dollars.  Shipware, LLC has the ability to optimize our client’s delivery network to save money and improve delivery transit using regional and national carriers as well as US Postal Service and parcel consolidators.  Our proprietary audit software analyzes weekly parcel invoices for billing errors, service failures and applies all credits directly to customer’s carrier account. Finally, we provide powerful reporting tools for greater spend management visibility empowering our clients to make intelligent cost-saving transportation decisions.

Position Description:

The Senior Pricing Analyst shall support Shipware clients, prospective clients, internal and external sales, as well as strategic alliances.  They will be assigned various tasks and responsibilities that include but are not limited to the following:

  • Distribution Analysis
  • Pricing Analysis
  • Network optimization and site location studies
  • Establish negotiation strategies and tactical pricing options in dealings with UPS, FedEx, DHL, regional parcel carriers, postal consolidators, parcel aggregators, USPS, LTL and other carrier services
  • Identify weak to strong components of carrier pricing for prospects and clients
  • Develop sales tools and reports for use as negotiation leverage
  • Present at industry tradeshows and write articles for various publications as assigned
  • Maintain RFP templates and customize to each client
  • Interact directly with clients
  • Act as Project Manager as assigned to ensure all client deliverables are promptly and expertly handled
  • And other duties and tasks as reasonably assigned by management and agreed to by the Employee

What you get with Shipware, as the Senior Pricing Analyst:

  • Competitive Salary, commission structure, and profit sharing
  • Health Benefits
  • Fully Stocked breakroom
  • Quarterly company functions, both charitable and social
  • Great values and culture: Integrity, Forward thinking, Outperform, Entrepreneurial, Trust & respect, Have fun (work hard, play hard)
  • Private company strength and flexibility; we are debt free and never had lay-off
  • Our commitment to your training and career development
  • 15 years of company excellence and a sterling reputation
  • Extraordinary year over year growth

Qualifications & Experience:

  • 5 + years of working within a carrier’s pricing department (FedEx, UPS, etc.)
  • Successful track record of implementing complex parcel pricing structures for shippers
  • High ambition and drive
  • High detail orientation
  • Excellent written and oral communication skills
  • Work within a team environment both operationally and in support of sales
  • Advanced computer skills using Microsoft Excel, Word, & Power Point
National Account Executive

An Exciting Goal

We are dedicated to helping high volume shippers reduce their parcel & LTL costs by utilizing our proprietary technology and consulting services.  Founded in 2001, Shipware is widely considered amongst the leaders in our space.  Our founders routinely speak at leading industry conferences and are quoted extensively in print, radio and television media including Bloomberg, The Wall Street Journal, Forbes, Marketplace and Businessweek.  Recognized for our award-winning customer service, Shipware has helped over 250 clients save hundreds of millions of dollars!

Shipware has been recognized as one of the top 100 fastest growing private companies in San Diego; and has also qualified for the Inc. 5000 list in 2018.

Shipware continues to experience phenomenal growth because we deliver superior results for our clients and we hire the right people – we are dedicated to helping our customers and team members learn, grow and thrive.

The Challenges You Will Face

  • You will belong to a small, focused team in a big market. This can be a long sales cycle with many “buying constituents”.  You need to be tactically savvy to win business – and stay the course.
  • You will need to build trust and overcome the inertia of entrenched processes/relationships
  • We have formidable competitors, including the fact that sometimes our prospect will not act on our recommendations (do nothing) or opt to do it themselves. Although fewer than 15% of companies have engaged services like ours, the market is maturing. Some competitors rely on low price to win.
  • You get paid when we get paid. The first year will be foundational in nature.

What It Takes for You to Win

  • We utilize Strategic Selling and Sandler philosophies
  • You will need to identify and qualify winning targets
  • Adopt a modern, data driven lead generation and sales approach
  • Embrace and utilize marketing to help generate interest & improve conversion rates
  • Be a learner. Ask for help.  You must learn and grow to be successful
  • Be a good verbal and written communicator
  • Fully engage with our CRM
  • Participate and engage in sales meetings and team building. We win and lose as a team!

Help Our Clients Transform Their Distribution Strategies and Succeed in Your Career

Shipware is a recognized leader in the industry.  Win here – win anywhere.  Your resume will benefit and as you grow – you will be expected to publish and become a thought leader.  We support your growth!

Grow your connections!  – Shipware has thousands of LinkedIn and Twitter followers, and participates in dozens of conferences, trade shows and other networking events.

Build Trust and Have FUN!

Compensation

  • Competitive salary based on experience, book and network
  • Commission 10-15%
  • Commission is uncapped – high performers thrive here!
  • Competitive healthcare and other benefits
  • Paid time off
  • Discretionary bonuses
  • Annual profit sharing

Shipware is a 17-year-old company with a sterling reputation.  Strong and flexible, debt-free and highly profitable.  Proud to have never have had a lay off.

Note – this is a long sales cycle.  Commissions are paid when customer savings are realized and Shipware is paid.  Average rep takes 1-2 years to be “on plan”.

Lots of support and co-selling resources.  While we hope Shipware becomes your permanent home, learn sales strategies that will benefit you throughout your career.

Must be very comfortable selling on the phone and video conferencing via WebEx.  Group presentations, trade shows, and project management skills are a must, as is utilization of our investment in Salesforce (CRM).

While work-from-home will be considered, we have a strong preference for you to contribute to our strong “work hard/play hard” culture working out of our corporate headquarters in San Diego, CA. Relocation package may be available.

Training.  Sales skills.  Product knowledge.  CRM set up.  Role playing.  We set you up for success!

Minimum Requirements – We Recognize That Time Is Valuable, Both Yours and Ours.  Please Do Not Apply Unless a Fit

  • Proven winner. No matter what – figures out a way to succeed.
  • 3-5 years B2B sales experience
  • Telephone and WebEx sales comfort
  • Strong written and verbal communication skills
  • Team player. We win and lose as a team!
  • Use of CRM

ALL CANDIDATES MUST COMPLETE THE FOLLOWING ASSESSMENT (SEE BELOW LINK) TO BE ELIGIBLE FOR CONSIDERATION:

https://assess.predictiveindex.com/oi/shipware

Audit Support Clerk
 
Shipware, LLC (San Diego, CA)
We are seeking a Part-time Audit Support Clerk to join our team for 20 – 25 hours per week to start with flexible dates/times. This person will work closely with client services.

 
Company Background:
Shipware helps high volume shippers reduce Parcel and LTL costs by 10-30%. We find that many shippers are at disadvantage when it comes to negotiating carrier contracts due to complex pricing and not having access to comparative programs. Shipware’s primary focus is to ensure its clients stop overpaying by utilizing industry specific negotiating techniques, pricing expertise across all modes, sophisticated analytical and benchmarking tools, and the industry’s most comprehensive audit software.

 
What you get with Shipware, as an Audit Support Clerk:

  • Great Company culture
  • Work hard, play hard mentality
  • Fully stocked break-room
  • Private company strength and flexibility
  • Over 15 years of company excellence and a sterling reputation

 
Responsibilities:

  • Help with day to day business processes
  • Some client communication
  • Must be willing to take charge of miscellaneous administrative tasks as needed
  • Data entry
  • Manage recurring refund recovery tasks
  • Claims
  • Invoice downloads
  • Weekly and monthly client reporting
  • Voids processing

 
Qualifications & Experience:

  • Some college education
  • Minimum of two years of experience in office environment
  • Strong written and verbal communication skills
  • Excel
  • Data entry and some data analysis a plus
  • Some SQL knowledge a plus
  • Strong analytical skills and attention to detail
  • Self-starter who can be productive and make progress while working independently and within a team
  • Flexibility – be part of a small company. Support changing objectives, client needs and workload.
Do you think you can contribute to Shipware’s success but don’t see the job opening listed? We want to hear from you.

JOIN OUR TEAM!

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