Enterprise Account Manager

Salary depends on experience
Posted on 08/09/17 by Bryan Rueger
Confidential Company
Pittsburgh, PA
5 - 7 years experience
Transportation Services
Salary depends on experience
Posted on 08/09/17 Bryan Rueger

Enterprise Account Manager–Position located in Hickory, NC

Company Profile

Want to work with a company that has grown by 150% over the past few years with a global presence, world class culture and development and over 15years industry experience?Transportation Insight is a multi-modal, global lead logistics provider with more than $4.6 billion in supply chain spend under management.

Position Summary

The Enterprise Account Manager is responsible for the overall relationships of an assigned list of approximately 10 to 15 current Transportation Insight/BirdDog Solutions (TI/BD) Enterprise clients to ensure satisfaction with contracted services while positioning the partnership for further growth. The Enterprise Account Manager represents the organization’s value proposition and ensures clients remain educated on new offerings as well as current on key market changes. Proactively manages  client programs through relationship development, new opportunity identification, upsell execution, renewal strategy, and issue management to enable growth. Has a focus on client loyalty providing proactive solutions to meet critical needs while uncovering and selling new revenue opportunities.  


Business Opportunity

Assesses assigned client’s current and potential needs, determining appropriate TI/BD products and solutions. Assists in the development of strategies and business plans through understanding the client’s business model and current market climate; planning and decision making channels; and remain focused on alignment with the relevant components of their short and long-term business plan. The Enterprise Account Manager will align with sales team members as needed in order to support new business growth initiatives.

Client Relationship Management

Acting as Senior Relationship Manager within assigned Enterprise client (potentially supported by Executive Sponsor), quarterbacks/coordinates TI/BD internal relationship team, most notably account team members from Professional Services, Operations, and other Client Services/Account Management support members. Lead efforts on all strategic planning, call planning, and scheduling of important client activity, and ensure all appropriate team members are continually in the communication loop.

Leverages all available client data, research and trending to lead quality ongoing client communication in the form of calls, meetings and Business Reviews, primarily focused on partnership accomplishments, critical program open items, industry trends and strategic initiatives designed to continue to evolve client’s transportation/supply chain/logistics program forward while surfacing continued opportunity for TI/BD. Assists in the development of the account management tool kit aligned to support relationship, retention and revenue growth initiatives.

Client Experience

Identifies and facilitates resolution of any client issues that are roadblocks to client satisfaction. Responsible for researching escalated program, service and billing issues to ensure all appropriate actions by other parties are being taken to resolve and ensure follow through until closure.   Regularly conduct analysis such as client needs analysis, service or solution gap analysis, compliance assessments and client issue trends. Identify risks and perform root cause analysis and lead action in directing internal and external teams in issue resolution/corrective actions. Communicate service suggestions to client for the most advantageous services and provide insight as to business/industry trends that may be applicable

Contract Renewals and Negotiations

Responsible for exceeding client satisfaction and more specifically retention targets by partnering with their clients on renewals by identifying gaps and creating a retention strategy that aligns directly with addressing overall needs of the client. This will require in many cases partnering with multiple cross-functional departments as necessary. Negotiate pricing and SLAs as appropriate to drive client retention strategy. Will be required to perform client needs and service analysis, make recommendations on appropriate pricing structure and contract requirements, communicate pricing programs, and own the RFP process as applicable.   In addition, the Enterprise Account Manager will ensure their client programs are monitored from both a quantitative and qualitative perspective to assist in anticipating potential risk situations.

Industry Knowledge

Activity within industry associations in the market to increase TI/BD awareness, through attending industry events, tradeshows / networking events, reviewing whitepapers and keeping current with market trends

Other duties as assigned.

REQUIREMENTS (knowledge, skills and abilities):

  • Minimum of five (5) years successful experience in a senior “client-facing” service and sales oriented position, specifically focused on managing Fortune 1 clients.

  • A Bachelor’s Degree in Business Administration or similar field, or commensurate experience.

  • Proven experience building internal and external client relationships, navigating across an organization and growing current client business base through internal partnership

  • Ability to partner and communicate effectively with all levels of TI and client personnel (to include C-level) on a wide range of topics and issues

  • Strong interpersonal skills with an ability to work cross functionally amongst multiple departments and with remote team members.

  • Actively participate in both team and cross-functional organizational meetings, as appropriate.

  • Excellent written, oral and presentation skills.

  • Strong background and knowledge of strategic account management, sales process and solution selling.

  • Solid problem solving ability to identify client needs and translate client need into solution requirements.

  • Ability to effectively plan and possess strong analytical skills.

  • Ability to partner, influence and negotiate effectively.

  • Ability to make decisions and think in broad terms, considering the impact to the entire company.

  • Up to 50% domestic travel.

Transportation Insight is a multi-modal, global lead logistics provider with more than $4.6 billion in supply chain spend under management. For more than 15years, the 3PL has partnered with hundreds of manufacturers, distributors and retailers to achieve significant cost savings, reduce cycle times and improve customer satisfaction rates by providing customized supply chain solutions. Transportation Insight offers a Co-managed Logistics® form of 3PL, carrier sourcing, freight bill audit and payment services, state-of-the-art transportation management system (TMS) applications and business intelligence. Its logistics services include domestic transportation, parcel shipping solutions, supply chain analytics, international transportation, warehouse sourcing, LEAN consulting and supply chain sourcing of indirect materials.

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