Description

The Strategic Account Executive is responsible for driving revenue growth by generating, developing, and maintaining an enterprise-wide customer base through targeted sales activities focused on our Contract Logistics and Integrated Supply Chain services. 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 Chief Commercial Officer (CCO).

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

• Generate and increase sales revenue to meet or exceed the 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 a 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, including current and upcoming industry trends
• Participate in trade, contract logistics, and transportation associations to support TVS brand recognition/awareness
• Participate in all TVS SCS quality and excellence initiatives.

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

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-month 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)
• Proven track record in business development and sales
• Strong communication and presentation skills

Travel
Required frequent travel between locations and for new business opportunities.

Physical Demands
The physical demands described here are representative of those that an employee must meet to perform the essential functions of this job successfully.
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 items weighing up to 20 lbs. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

Work Environment
This position will primarily work in an office environment but may occasionally involve exposure to warehouse, manufacturing, or production settings that require the use of personal protective equipment (PPE).

Position Type/Expected Hours of Work
Full-time, exempt position. Schedule flexibility for extended or unplanned work hours is required.

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