Description

Strategic Account Executive

Summary

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.

• Meet or exceed assigned sales quota by winning profitable new business and expanding existing accounts.
• Identify, qualify, and develop new opportunities using a hunter approach; cold calling, networking, and marketing campaigns.
• Qualify and prioritize target accounts against ideal-customer and profitability criteria, concentrating effort on the highest-value opportunities within assigned verticals.
• Develop and execute strategic account plans for assigned territories and priority growth verticals, including omni-channel and retail, technology, and healthcare.
• Engage and cultivate relationships across the customer's buying committee, from operational sponsors to C-level economic buyers.
• Lead consultative, solution-led pursuits, diagnosing each customer's supply chain challenges and co-designing tailored Integrated Supply Chain Solutions and Global Forwarding offerings with the Solution Design Engineering team.
• Support the commercial construct for each pursuit - building the business case, ROI model, implementation budget, and pricing in partnership with Solution Design and Finance.
• Lead RFI and RFP responses and deliver executive-level presentations for strategic opportunities.
• Manage contract negotiations and close new business, structuring agreements that are commercially sound and deliverable.
• Ensure a clean handover to operations and implementation, staying engaged through onboarding to protect early account health and customer satisfaction.
• Maintain accurate pipeline, activity, and forecast data in the CRM (Salesforce), using it to analyze trends and forecast revenue.
• Develop market and competitive intelligence for target verticals and represent TVS SCS at relevant industry and vertical associations to build brand awareness and pipeline.
• Participate in all TVS SCS quality and excellence initiatives.

Competencies

• Advanced consultative and solution selling
• Executive presence and C-suite engagement
• Negotiation and deal structuring
• Business and financial acumen
• Strategic account planning
• Influence and cross-functional collaboration
• Supply chain / logistics domain knowledge
• Communication and executive-level presentation
• Customer focus and relationship building
• Problem-solving and analysis
• Self-motivated and results-driven with a sense of urgency
• Resilience and persistence through long sales cycles

Education and Experience

• Bachelor's degree or equivalent skills and/or work experience; advanced degree (e.g., MBA), preferred.
• Minimum 10+ years of strategic, consultative selling to senior- and C-level executives at large, multinational companies, with a proven track record closing complex supply chain, logistics, or 3PL solutions.
• Priority-vertical experience: deep industry experience in one or more of our growth verticals - omni-channel and retail, technology, or healthcare.
• Proven record of increasing sales opportunities and successful account management across a long-term, 12- to 18-month sales cycle.
• Formal sales methodology / process training (e.g., Challenger, Richardson, Miller Heiman).
• Proficiency with Salesforce or a comparable CRM and the Microsoft Office suite (Excel, Word, PowerPoint, Outlook).
• Proven track record in enterprise business development and new-logo acquisition.
• Strong executive-level communication and presentation skills.

Travel

Required frequent travel between locations and 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.