Corporate Acct Exec

JOB SUMMARY

The Corporate Account Executive will establish and maintain business relationships with major account customers. Provides shipping solutions to support customer’s needs. Develop and execute account strategies and sales objectives.

ESSENTIAL DUTIES AND RESPONSIBILITIES 

1. Create and define value for customers by understanding their business model and specific needs. Establish long-term business relationships with major account customers.
2. Develop sales strategy to generate increased revenue from assigned corporate accounts. Monitor account performance to ensure revenue and yield goals are achieved, making changes to strategy as necessary.
3. Leverage and network with leadership and key field positions to increase knowledge of customer’s business to enhance client relationships.
4. Work with customer representatives to provide the highest quality of service, meet customer expectations and jointly develop a strategy to address customer’s changing transportation needs.
5. Identifies customer needs and provides reliable information and solutions to meet those needs. Remain abreast of competitive and pricing pressures and potential impact.  Maintain open communication with customers to ensure they are receiving quality service at a competitive price.
6. Maintain major account relationships and meet personal sales targets within the full lines of products or combination of products.
7. Participates with other key account managers and sales management in the development of sales strategies for major accounts. Helps identify target accounts and opportunities within the framework of the organization-wide strategy.

COMPETENCIES

1. High levels of integrity and trust - Adheres to moral, ethical, and professional standards, regulations, and organizational policies; keeps commitments to promised actions.
2. Effective listener – Demonstrating highly effective active listening skills.
3. Perseveres through difficult times - Demonstrates an understanding of own emotional triggers, strengths, and development needs as well as the impact of own behavior on others.
4. Focused on customers - Ensuring that the internal or external customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value.
5. Composed in extreme pressure situations - Maintaining stable performance under pressure or opposition (e.g., experiencing time pressure, conflict, or job ambiguity); handling stress in a manner that is acceptable to others and to the organization.
6. Skilled problem solver - Has operational capacity that allows an understanding and ability to work through the challenges of the position.
7. Prioritizes key tasks - Identifies more critical and less critical activities and tasks; adjusts priorities when appropriate.
8. Effectively managing one’s time and resources to ensure that work is completed efficiently.
9. Highly effective communication skills - Conveying information and ideas clearly and concisely to individuals or groups in an engaging manner that helps them understand and retain the message; listening actively to others.
10. Goal oriented ambitious in nature, working to better the team as a whole by creating the greatest revenue and margin increases.
11. Understands business – Using one’s knowledge of economic, financial, market, and industry trends to understand and improve individual, work group, and/or organizational results; using one’s understanding of major business functions, industry trends, and own organization’s position to contribute to effective business strategies and/or tactics.
12. Effective negotiator - Ability to navigate complex negotiations with customers that allow them to create a win-win for YRC Freight and customers.
13. Action oriented - Ability to learn quickly and apply learning when decisions need to be made and work is being accomplished.
14. Effective planner – Effective time and territory management skills.

BENEFITS

• Competitive pay based on experience
• Employee selected medical, dental, and vision coverage for you and your family
• PTO and paid holidays
• 401k Retirement Plan

MINIMUM REQUIREMENTS

1. Bachelor's degree or the equivalent combination of education and experience.
2. Five (5) years of experience in sales.
3. Proficiency in sales and full knowledge of the product line and its applications.
4. Excellent negotiating, presentation and communication skills.

PREFERRED QUALIFICATIONS 

1. Bachelor’s degree in transportation, business or marketing.
2. Experience in the transportation industry with deep knowledge of operations and logistics.
3. Corporate/National sales experience in transportation industry.

WORKING CONDITIONS

This job operates in a professional office environment indoors. Routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.

PHYSICAL DEMANDS

The position requires the ability to spend long hours sitting or standing while using office equipment and computers. Ability to perform repetitive tasks such as typing and keying. Occasional lifting, pushing/pulling, carrying 10 lbs of supplies and materials is required.

Yellow Corporation, along with all subsidiary companies, is an Equal Opportunity/Affirmative Action Employer