Sales Account Executive Vertical

at  Purolator

DESCRIPTION

This position is accountable for achieving Industrial Vertical based sales targets on a quarterly and annual basis by maximizing the Company revenues to prospective and existing clients. The individual in this role will seek to assist customers in achieving measurable business value from the application of the company’s solutions as they relate to the vertical segment market. Building relationships at senior levels to craft and sell strategic multi-year, high-revenue complex transportation solutions and services is fundamental to this position.

EDUCATION

University Graduation in General Courses - Knowledge generally not applied directly to work, Analytical, critical thinking, and research skills gained

EXPERIENCE

• Over 5 years and including 7 years (of progressive experience)
• Hub/ Depot/Supply Chain Operations knowledge and experience are highly desirable
• Vertical market expertise in general and as it relates to supply chain and transportation
• Proficiency in transportation and supply chain management and processes
• Expert in customer-facing negotiations, support, and interactions across all segments and channels within a customer’s business
• Demonstrated experience handling and resolving a high volume of requests while displaying the greatest levels of professionalism and urgency
• Proficient communication and negotiations skills and ability to work with executive-level contacts
• Advanced problem-solving skills & organizational skills
• Ability to work and lead cross-functionally, in a highly collaborative environment with customers who have representation from both a north American and global perspective Must possess excellent oral and written communication skills
• Ability to build strong relationships with Customers, Account Executives, Sales Leadership, Vendors, and internal Stakeholders
• Ability to develop PowerPoint Presentations and contribute to client meetings as needed; presentation skills are required
• Ability to work under stressful situations and adapt to rapidly changing circumstances
• Able to prioritize and manage multiple activities
• Ability to work with internal technology tools
• Proficient in MS Office (Excel, Word, PowerPoint)

SKILLS

Supply Chain Best Practices
Product Knowledge
Direct Customer Interface

RESPONSIBILITIES

• Achieve assigned sales quota which includes both growth and retention targets through Share of Wallet (SOW) growth and Net New activity.
• Account Management and development efforts include vertical-based forecasting, tracking customer account performance metrics, vertical and market-specific research, understanding industry trends to enable growth, and cross-functional internal collaboration to support client requirements.
• Negotiate complex contracts and strategic multi-year renewals for all customers.
• Conduct Monthly/Quarterly Executive business reviews with all customers and create joint development plans to address growth opportunities, escalation resolution, and industry trend analysis.
• Responsible for a client integration solution that enables the growth and retention of partnership
• Act as the first escalation point of contact to handle the complexity involved in the accounts promptly to meet the customer’s needs:
• Lead and orchestrate quotes/bids, RFI/RPFs according to Purolator Process and standards while ensuring cross-functional and departmental representation.