Job Description The Senior Business Development Representative - International requires a high degree of responsibility and exposure to numerous aspects of the transportation industry, including pricing, sales, systems and tools, marketing, customer needs, and all modes of freight movement. This position collaborates with the International and Sales teams to strengthen external customer acquisition efforts. This role is responsible for managing prioritized leads and mid-size accounts, running customized Datamyne targets, and driving prospecting initiatives to attract and acquire new client business at a profitable level. Serving as the main sales resource, this role plays a key role in generating significant international business growth within the assigned market.
Responsibilities- Develop sales strategies and a comprehensive understanding of customers' international supply chain business models.
- Identify customer challenges; to create opportunities within the international sector.
- Make and coordinate sales calls with account owners and presentations to new customers of mid-size (import minimum of 50 FCL per year, and monthly airfreight and LCL shipments)
- Create new relationship with targeted mid-size customers importing only or mainly from core countries.
- Develop and grow strategic relationships directly with customers and within ArcBest sellers targeting only Mid-size FCL import accounts, identify growth opportunities in core target markets, securing ongoing monthly business for LCL and airfreight export and import, building strong, lasting shipper relationships.
- Engage and manage business relationships directly with customers.
- Leverage internal and external systems and resources to analyze market and competitor's data, enabling the identification, targeting, and development only of high volume and desired trade lane customers.
- Conduct calls and face-to-face meetings with customers.
- Aggressively pursue customers using networking, social media, customer referrals, etc.
- Obtain and develop new accounts utilizing Company techniques and methods (team selling with ArcBest account owners).
- Maintain and grow expertise of ArcBest service offerings.
- Collaborate with customers, front-line management, and various ArcBest departments.
- Negotiate service requirements; establish service packages with pricing analysts.
- Collaborate with the International team, in creating service solutions for customers' unique business problems.
- Maintain accurate territory account information in ArcBest database.
- Monitor international market trends and develop knowledge of international solutions based on current state of affairs.
- Complete monthly sales audit reports and expense reports, as Company guidelines require.
- Complete itinerary and call report as required by Company guidelines and IRS regulations.
- Actively work in collaboration with International pricing team on the development of pricing for proposals and qualified bids.
- Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share.
- Develop a long-term strategy to ensure success, and profitable growth.
- Exhibit excellent customer service.
- Maintain a positive, customer-focused attitude in a highly intense environment.
- Interact with all employees and customers in a professional and courteous manner.
- Travel to visit existing, potential and new customers.
- Work in a team setting to accomplish goals.
- Other duties and projects, as assigned.
Requirements Education:
- Bachelor's Degree, preferred
- Experience will be considered in lieu of formal education.
Experience:
- 3 years International operations experience.
- 5 years Transportation industry and related sales experience.
Computer Skills:
- Proficient in Microsoft Office Suite, preferred
Additional Requirements:
- Extensive knowledge of international business solutions, competitors, and decision makers, preferred
- Knowledge of ArcBest company policies, services, computer systems, and service capabilities, preferred
- Familiar with domestic and international ocean and air freight service, preferred
Competencies:
- Addressing Customer Needs
- Interpersonal Relationships
- Lead Generation
- Perseverance and Follow-Through
- Problem Solving
- Relationship Management
- Value Selling
Other Details Work Hours:
- Generally, 8:00 am - 5:00 pm Monday through Friday with occasional irregular hours depending on workload.
Travel Requirements:
- Minimal (0%-25%) Attend regional meetings, group outings, district meetings, external face to face calls with or without Account Managers.
Compensation:
- This is a salary position paid biweekly.
- Variable compensation is included.
