Job SummaryWe are looking for a growth-oriented Senior Account Executive to retain, expand, and deepen relationships across an assigned portfolio of customers in
Minnesota, Wisconsin, Iowa, North Dakota, South Dakota, Nebraska, and Missouri. This role is accountable for protecting recurring revenue, increasing share of wallet, improving customer penetration, and identifying cross-sell and upsell opportunities using our array of services to, from, and within Canada.
The primary focus of this position is existing-account retention and growth and develop new business opportunities. The Senior Account Executive will serve as the primary commercial point of contact for an assigned client portfolio, maintain a regular relationship cadence, coordinate resolution of customer needs, lead account planning and business reviews, and develop expansion opportunities.
This is an opportunity to be part of a winning team and to contribute to the success of our growing company. Please apply to our opportunity if you feel this is the right fit for you. Requirements- You MUST HAVE selling expertise related to international parcel, expedited freight forwarding, Express, LTL/TL on a cross-border basis, in order to be considered.
- Canada Customs Brokerage is a plus.
- Proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.
ResponsibilitiesStrategic Account Growth:
- Deliver retention and revenue-growth targets across the assigned account portfolio, including cross-sell, upsell, rate growth, new logos, and recovery of underperforming accounts.
- Create and maintain strategic account plans that identify customer priorities, relationship coverage, revenue risks, service gaps, and whitespace opportunities.
- Develop proficiency in Purolator sales process
- Develop stakeholder maps and growth plans for priority customers.
- Generate qualified expansion opportunities through business reviews, referrals, portfolio adjacency, and prospect target customer list.
Base Business Support:
- Sell additional services to the existing customer base, broaden relationships across customer decision-makers, and increase share of wallet.
- Position Purolator service capabilities to customers in the account base, qualify and propose new services, and negotiate sustainable rate increases and contract renewals.
- Assess customer shipping needs, performance trends, and growth plans; recommend Purolator services and rates that improve retention and generate incremental revenue.
General:
- Active engagement and participation in training (e.g. Product and Skills training)
- Increase Purolator's presence within the local market through industry organization participation and special event venues
- Collaborate with internal functions such as Commercial, District and Network Operations as well as IT
- Applies a complete knowledge of all the organization's products/services and policies to close sales
- Achieve weekly portfolio-management, customer-engagement, retention, pipeline, and revenue-growth metrics.
- Keeps thorough records and makes reports on all phases of activities, to include CRM
- Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, etc.)
- Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Runzheimer, etc.)
- Overnight Travel
- Travel to U.S. HQ in New York and Corporate HQ in Canada, as needed
- Carry out other duties as appropriate and as assigned by his/her Manager
Knowledge, Skills and Abilities Requirements- Demonstrates an ability to think more broadly about supply chain solutions; consultative
- Passion for sales, and a drive to succeed
- Ability to build strong customer relationships
- Strong account-management skills and proven success retaining customers, expanding revenue, and closing new business and opportunities.
- Attention to detail and strong analytical ability
- Experience utilizing a CRM system, salesforce.com preferred
- Knowledge of sales process
- Demonstrates ability to sell unique concepts to all levels
- Demonstrates consistency of above average performance in current position in last 2 performance reviews
- Candidates must be legally eligible to work in the US
- Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel to Canada
Training- You will be introduced to Purolator International's vision, core values, products and services.
- Your onboarding will include visiting the corporate headquarters, and learning the basics of our organization.
- Your first several weeks will include learning our business, products and services, our sales methodology, branch visits to learn and understand our operations first hand, and an introduction to our systems.
The base pay range for this role is $86,000 - $100,000. Pay within this range varies by work location and may alsodepend on various factors such as job-related knowledge, and relevant skills and experience.
