• Functions

• Responsible for securing and onboarding transportation service revenues by managing the fullsales cycle (Prospect Discovery Propose Close). This includes identifying new opportunities, selling supply chain solutions and building/maintaining strong relationships.
• Substantial travel will be required, with expectation of being primarily engaged away from Company offices in fulfillment of the role.
• Implementation and customer Account Management functions will be performed by supporting customer-facing roles.
• Relied upon to work independently and exercise judgment on a wide range of topics including sales strategies to pursue, potential customers to develop, and pricing terms with ultimate authority to use discretion in accepting or rejecting terms and deals.
• Lead and mentor the sales team as a Senior Sales Executive, driving sales strategies, achieving targets, and fostering a high-performance culture to exceed company goals.
• Meet and drive key sales performance metrics tied to each stage of the customer acquisition process. Drive revenue growth through understanding customer needs to maximize conversions.
• Develop and maintain sales plans, analyze customer supply chains, and provide customized solutions using mode, technology, and capacity insights. Serve as a subject matter expert when representing their customers supply chains within Kenco.
• Record and maintain all pipeline activity in the organizations CRM.
• Lead Deal Team collaboration with pricing, capacity, and administrative support teams to successfully lead a customer through internal processes to win new business.
• Conduct industry, target customer and competitor research and analysis to serve as a subject matter expert during prospecting activities.
• Pursue new business through sales visits, in-person meetings, cold calling, social media, email, networking, and referrals; engaging decision makers in larger sized businesses.
• Meet virtually and in-person with potential and dormant customers to provide market insights, Kencos capabilities, propose solutions, develop relationships, and stimulate demand with larger-sized businesses.
• Constantly refine sales processes for areas of improvement and efficiency to streamline the sales cycle, develop 3x3 relationships, and grow business revenues.
• Work in partnership with our pricing and yield team to create complex and value differentiating customer centric solutions that highlight qualitative and quantitative benefits.
• Serve as the primary contact for sales and contract negotiations, continuously working to ensure a seamless implementation and initial customer experience.
• Prepare custom reports and analysis that educate and inform customers on the performance of their transportation metrics, and how they impact the customers supply chain.
• Advocate for and lead monthly or quarterly business reviews as required.
• Partner and collaborate with all business and support functions of the organization to accomplish individual shipment count and revenue objectives.
• Provide clear, honest, and proactive communication to customers and your team while executing the companys go-to-market strategy for transportation services.
• Serve as an effective ambassador for the Company and its services through sales visits, marketing events, and transportation industry functions.

• Qualifications

• Bachelors Degree in relevant field or equivalent number of years of experience required
• 5-9 years of experience in logistics and/or supply chain management required
• 5-9 years of experience in sales/account/solutions management of third-party logistics, with a focus on transportation solutions and understanding of the consultative sales process, preferred
• Demonstrated ability to attain customer revenue performance goalsover several consecutive years
• Work effectively in an out-of-office setting
• Experience with TMS, SaaS, BI systems, and the 3PL competitive landscape as well as all domestic modes of transportationand how to overcome common sales objections during the sales cycle
• Proficiency with the consultative sales cycle, selling techniques, business development, and project management
• Proven and sustained ability to meet revenue goals, commercialize solutions based on customer needs, and act as a trusted advisor
• Strong written and oral communication skills with the ability to lead meetings and make presentations to mid and executive-level stakeholders
• Self-driven, results-orientated individual with a positive outlook and clear focus on high quality and business profitability
• Experience managing negotiations, handling legal matters, and setting up service contracts with financial acumen
• Comfort in working independently and making decisions
• Proficient in Microsoft Office Suite of programs

• Competencies

• Business Acumen Knowledgeable in current and possible future policies, practices, trends, technology, and information affecting his/her business and organization.
• Communicate for Impact Devoting the time and resources necessary to communicate the strategic vision, direction, priorities, and progress of pipeline opportunities for which you are responsible.
• Managing Transitions / Change Management Effectively plans, manages and communicates changes in processes with appropriate stakeholders.
• Influencing Others Can quickly find common ground and can solve problems for the good of the organization with a minimal amount of noise. Authentically gains trust and support of peers.
• Relationship Management Building and maintaining relationships with internal partners to successfully complete projects and organizational objectives.
• Strategic Agility Gains perspective and balances the pressure between daily tasks and strategic actions that impact the long-term viability of the organization.

• Travel Requirements

• This position is expected to travel a substantial amount
• A passport is not required but recommended

Benefits offered:

• Medical insurance including HSA, HRA and FSA accounts

• Supplemental insurance including critical illness, hospital indemnity, accidental injury

• Dental Insurance

• Vision Insurance

• Basic Life and Supplemental Life

• Short Term and Long Term Disability

• Paid Parental Leave

• 401(k)

• Paid Time Off approximately 2 weeks (accrual begins on Day 1 of employment)

• Employer Paid Holidays- 10 days

Kenco strives to provide a supportive, professional environment for all employees. As a part of Kenco, we expect our team to uphold our three key pillars: be honest, serve, and get better. Each should strive for operational excellence, pursue innovation, and want to grow with our company.