Strategic Account Executive

The Strategic Account Executive is responsible for increasing revenue growth by generating, developing, and maintaining an enterprise-wide customer base through sales activity. The successful Strategic Account Executive will independently identify, secure, expand, and sustain relationships with key stakeholders to uncover specific needs and behaviors of new and existing accounts. The Strategic Account Executive reports to the Director of Business Development.

This position is a Nationwide opportunity and can be located in any major market.
Ideally, in Detroit, MI; Houston, TX; Dallas, TX; Atlanta, GA; New York; New Jersey or close to one of our facilities in Saint Louis, MO; Iowa City, IA; Nashville, TN; Greenville, SC.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Generate and increase sales revenue in order to meet or exceed assigned sales quota
• Identify, qualify and develop sales leads utilizing a hunter sales approach through cold calling, networking and marketing campaigns
• Develop and implement strategic account plans within assigned territories, industry verticals and key customer targets
• Develop business plans, project plans and implementation budgets for new business opportunities
• Partner with internal customers to design and develop proposals, working closely with the Solutions Design Engineering Team
• Manage contract negotiations, closing the sale and developing plans for contract accounts
• Develop and execute strategies to evaluate customers’ needs to increase overall sales
• Maintain partnership with customers as a resource in contract opportunities and proposals
• Formulate partnerships across several functions to deliver value-added service to customers and management that reflect the business objectives of the organization
• Utilize reporting tools provided (CRM) to update progress and activities, analyze trends and accurately forecast pipeline revenue
• Coordinate and assist in sales meetings to include current and upcoming industry trends
• Participate in trade, contract logistics and transportation associations to support TVS brand recognition / awareness

Competencies

• Foundational sales skills
• Product knowledge
• Customer / client focus
• Relationship Building
• Communication proficiency
• Results driven
• Intrinsically motivated
• Presentation skills
• Problem solving / analysis
• Thoroughness / detail orientation
• Interpersonal skills

Key Performance Indicators

• Revenue per client
• Profit Margin
• Customer satisfaction
• Number of Proposals
• Daily activity

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

While performing the duties of this job, the employee is regularly required to talk or hear. This would require the ability to lift files, open filing cabinets and bend or stand as necessary. The associate may occasionally be required to lift 51 pounds, anything greater than 51 pounds requires assistance. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust focus.

Work Environment

The employee could be exposed to high forklift traffic. The employee is required to be PPE dressed (steel –toed shoes, safety glasses and vest) when on warehouse floor.

Position Type/Expected Hours of Work

Full Time. Schedule flexibility for extended or unplanned work hours is required.

Travel

Required frequent travel between locations and for new business opportunities.

Required Education and Experience

• Bachelor’s degree or equivalent skills and / or work experience
• Minimum 5 years of strategic and consultative selling experience with senior-level executives at large multi-national companies within Transportation, Contract Logistics, 3PL, etc.
• Proven record of increasing sales opportunities and successful account management skills with a long term, 12 to 18 months, sales cycle process
• Formal Sales Methodology / Process Training (E.I. Challenger, Richardson, Miller Heiman etc..)
• Knowledge of Microsoft Office Suite (Excel, Word, PowerPoint, Outlook and Access)
• Documented history of success
• Excellent communication and presentation skills

Other Duties
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.