Job Application

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

Senior Pricing Consultant, Shipware LLC- San Diego, CA

We are seeking a highly motivated and competitive Senior Pricing Consultant 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:

Shipware’s passion and purpose is to be a dedicated advocate for high-volume shippers.  We utilize our experience, IP & technology to help businesses reduce parcel (FedEx/UPS/DHL) & LTL trucking costs while improving transportation spend management.  Our tagline is Shipping Expertise – Savings Delivered.

Shipware’s services reduce shipping costs 10-30%; without disrupting our client’s operations. Our team of industry experts leverages over 200 collective years of carrier pricing experience to help shippers negotiate superior carrier contract terms & pricing. Shipware’s proprietary technology audits weekly invoices to recover refunds on all billing errors, ensuring carrier and contract compliance.  Shipware’s cloud-based reporting platform delivers powerful analytics for greater visibility empowering clients to make intelligent cost-saving transportation decisions.

17 years of industry leadership & a thriving culture has earned Shipware 2017 and 2018 honors in INC 5000 and SDBJ Fastest Growing Private Companies. Leadership has invested millions in growth of colleagues, technology, new office space, process improvement and marketing.  This is a growing company with a dynamic culture.

Position Description:

The Senior Pricing Consultant 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 Consultant:

  • Competitive Salary, commission structure, 401K w/ matching, 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
  • Relocate to San Diego, preferred but not mandatory

EOE

Job Type: Full-time

Compensation: Competitive = For the right candidate we’ll aim to exceed current compensation

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

Sales Development Representative – Shipware, LLC (San Diego, CA)
An Exciting Goal! Time is valuable. If you are a WINNER – this is the place for you.

Shipware’s passion is to utilize experience, IP & technology to help businesses reduce parcel (FedEx/UPS/DHL) & LTL trucking costs while improving transportation spend management. Our tagline is Shipping Expertise – Savings Delivered.

17 years of success & industry leadership earning 2017 and 2018 honors in INC 5000 and SDBJ Fastest Growing Private Companies. Leadership has invested millions in growth of colleagues, technology, new office space, process improvement and marketing. This is a culture of competition, growth and fun.

We are seeking an energetic, outgoing, champion communicator looking to grow from a sales development representative into a consultative sales executive.

This is a salaried position with a variable compensation component. A winner must be able to push through rejection to get consistent results.

The Challenges You Will Face

The market is maturing and we face multiple competitors. Getting through to the buyer and buying influencers requires creativity, persistence and organizational skill. You need to understand the industry, the buyer, the personal & professional wins, the strengths and opportunities of our solution – and prioritize your valuable time for best outcomes.

What it Takes for You to WIN

If you’re character looks like this: extroverted, ask good questions, communicate well, manage time well, comfortable on video, comfortable on phone, organized, dependable, love to compete/win, want to learn how to sell through consultation, and are money and promotion motivated – this may be for you.

Company Background:

Shipware provides expertise and technology to help companies reduce parcel/LTL shipping costs 10-30%; without disrupting operations. Our team of industry experts leverages over 200 collective years of carrier pricing experience to help shippers negotiate superior carrier contract terms & pricing. Shipware’s proprietary technology audits weekly invoices to recover refunds on all billing errors, ensuring carrier and contract compliance. Shipware’s cloud-based reporting platform delivers powerful analytics for greater visibility empowering clients to make intelligent cost-saving transportation decisions.

What you get with Shipware, as Sales Development Representative:

  • Current sales team of 7 Field Sales professionals (most based in San Diego), plus dozens of Strategic Partners and outside referral sources
  • Competitive base salary ($35-55K DOE)
  • Variable commission plan based on opportunity creation, not revenue closed. (20-25K OTE)
  • Potential for discretionary bonuses
  • Health Benefits
  • Expense reimbursement
  • Private company strength and flexibility; we are debt-free and highly profitable
  • You will have latitude to contribute with ideas to execute
  • Our commitment to your training and career development
  • 17 years of company excellence, A+ financial footing and credit rating, and a sterling reputation

Responsibilities:

  • Hit demand generation goals through prospecting, using Shipware’s sales process
  • Manage automated marketing system(s)
  • Attend weekly sales meetings
  • Qualify leads from marketing campaigns as sales opportunities
  • Contact potential clients though cold calls, emails, social media, etc
  • Present Shipware’s value to potential clients
  • Attend conferences and work Shipware Booth
  • Create, star in, and manage video marketing campaigns
  • Accurately capture and record information in Sales Force CRM
  • Report on activity and results versus goal
  • Commitment to customer service with a sense of urgency

Qualifications & Experience:

  • Proven work experience as a BDR/SDR (or similar role), or be able to parallel experience to skill set
  • Highly motivated with strong competitive drive
  • A desire to make consultative sales a career
  • Work independently with a strong work ethic
  • An understanding of sales performance metrics
  • Work within a team environment
  • Excellent phone communication and presentation skills
  • Computer skills including Microsoft Office products (Word, Excel, PowerPoint and Outlook)
  • Marketing experience a bonus

Candidates Must:

  • Be able to overcome rejection, in the short and long term
  • Never be satisfied with the size of their current pipeline
  • Have proven ability to consistently attack a daily goal
  • Want to earn more each period by hitting stated goals
  • Be committed to a comprehensive prospecting plan; phone, email, video, social media, networking events
  • Demonstrate the ability to work according to Shipware's core values: integrity, entrepreneurial, forward thinking, outperform, trust & respect, work hard/play hard, and extreme ownership
  • Have an attractive and professional business image
  • Be likable – pass the “beer” test – people buy from people they like

Minimum Requirements:

  • Motivation and desire to work in sales as a career choice
  • Ability to focus on daily goals with high energy and positivity
  • A willingness to learn by listening and by doing
  • Insistence on being a contributing part of something big

In addition to submitting a resume, all candidates must complete the following workplace assessment to be considered: https://assess.predictiveindex.com/xQro


We are seeking highly motivated and competitive Director of Partnerships & Referrals 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.

18 years of success & industry leadership earning 2018 INC 5000 and SDBJ Fastest Growing honors.

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 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.
 

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.
 

  • 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.

  • 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
  • Oversee the sales process to attract new partner.
  • Work with senior team members to identify and manage risks.
  • Maintain fruitful relationships with existing partners and address their needs effectively.
  • Research and identify new market opportunities.
  • Prepare and deliver pitches to existing and potential partners.
  • Foster a collaborative environment within the organization.
  • Work with sales and marketing to develop ongoing marketing campaigns with partners to present Shipware as an industry leader.
  • Establish, educate and publish measures of success for each partner and discuss status on a defined cadence
  • Evaluate all partner agreements and contracts and standardize to ensure Shipware is optimizing revenue potential
  • Continue knowledge sharing sessions with functions and continue to attend training and tradeshows as needed to improve partnership relationships and achieve revenue goals

  • 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
  • Ability to develop good relationships with current and potential partners.
  • Excellent leadership and communication skills.
  • Experience in project management and/or sales.
  • Work within a team environment
  • Excellent phone communication and presentation skills
  • Computer skills including Microsoft Office products (Word, Excel, PowerPoint and Outlook)
  • Knowledge of productivity tools and software.
  • High attention to detail and a focus on fact-based decision making

  • 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

  • Bachelor’s degree is required.
  • 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 use Salesforce.
  • Travel up to 50%

Shipware’s passion is to utilize experience, IP & technology to help high volume shippers keep quality while saving money.  Our primary focus is to ensure our clients reduce shipping costs by utilizing industry specific contract negotiating techniques, pricing expertise across all modes, sophisticated analytical and benchmarking tools, and the industry’s most comprehensive audit software.

18 years of success and industry leadership earning 2018 INC 5000 and SDBJ Fastest Growing honors.

Leadership is confident Partnerships, Agents and Relational selling have potential to double the business and have invested millions in technology, staff, new office space, process improvements and marketing.

We are seeking a Software Developer to join our team.  This person will be part of our growing technology team and will work closely with business teams to enhance features within our current audit, analytics and client portal systems, and participate in the design and development of new software applications.

  • Competitive salary
  • Health Benefits
  • 401k with company match
  • Great Company culture
  • Work hard, play hard mentality
  • Fully stocked breakroom
  • Private company strength and flexibility; we are debt free and have never had a lay-off
  • Our commitment to your training and career development
  • Over 18 years of company excellence and a sterling reputation

  • Design and develop Backend and UI features for our audit, analytics and client portal systems
  • Design and develop integrations with complementary third-party systems
  • Design and develop custom reports for our clients and our internal teams utilizing T-SQL
  • Share knowledge and learning with the team and contribute to system architecture design decisions for future development projects
  • Improve the scalability and security of the system
  • Manage multiple deliverables, projects & associated team communication in a dynamic environment.
  • Miscellaneous responsibilities associated with a growing private company.

  • 1-3 years of hands on experience in developing cloud-based web applications
  • In depth understanding of SDLC, object-oriented design
  • Experience with Asp.Net Core MVC, C#, WCF, Windows service
  • Must have experience with Node.js, Angular JS and JavaScript
  • JSON, SOAP
  • Cloud based operations using Microsoft Azure
  • Strong SQL skills
  • Linq2db, SSRS
  • Knowledge of Selenium, VBA and Power BI is a plus.
  • Strong analytical and critical thinking skills, must have the ability to analyze data, detect trends and errors and make needed corrections
  • Self-starter who can be productive and make progress while working independently and within a team.
  • Strong desire and willingness to learn and implement modeling techniques.
  • Logistics Industry knowledge a plus.
  • Flexibility - Support changing objectives, client needs and workload.
  • B.S. in Computer Science, or other related Science/Engineering field.

Join us as a Software Developer, building world-class transportation software, and be part of our growing success in the marketplace.

Do you think you can contribute to Shipware’s success but don’t see the job opening listed? We want to hear from you.
Audit Support Clerk

Shipware, LLC (San Diego, CA)

We are seeking an Audit Support Clerk to join our team. 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 and 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.

EOE

Job Type: Full-time

Salary: $13.50 to $16.50 /hour

JOIN OUR TEAM!

Resume

Cover Letter