* Due to the amount of travel that this position requires, the position could be a remote position*
Job Summary:
The Major Account Sales Executive is a sales leadership role that leads the company’s efforts to maintain and
expand relationships with large, multi-location prospects and customers within an assigned territory.
The Major Account Executive is responsible for achieving sales quotas in multiple product lines offered.
and emphasized by the company in a given sales year. As a trailer and chassis sourcing specialist, the
Major Account Executive proactively assesses, clarifies, and validates customer needs on an on-going
basis by introducing the company’s products to those assigned strategic accounts and prospects.
Duties/Responsibilities:
• Every employee is expected to take care of their health and work safely at all times for
themselves, their families and the safety of their coworkers
• Understand and comply with our Core Values and company policies in everything you do
• Communicate, model, and monitor compliance with our Core Values and policies and
incorporate them into performance plans, coaching and corrective action.
• Establishes productive, professional relationships with key personnel who makes or
influences the buy decision in assigned customer accounts and prospects.
• Must become a “product expert” in all of the company’s product offerings in order to be
effective in confidently bringing the right solution to the customer.
• Leads solution development efforts including teaching the customer / prospect, tailoring the
sales process in order to best address customer needs and ultimately be in position to control.
the sales outcome.
• Must have the ability to have a strong understanding of the customer’s business in order to
be able to confidently communicate and sell the company’s product solutions.
• Coordinates the involvement of company personnel, including VP of Refrigerated Division, Key
Company Executives, Regional Directors and Regional Sales Directors and management resources, in
order to meet account performance objectives and customer expectations.
• Works closely with all Account Managers/ Senior Account Managers within your markets to
team sell and prospect Refrigerated Accounts- providing leads, clearly communicating sales
strategies, and providing a mentorship role throughout the team sell process.
• Maintain conduct that reflects positively upon the company and influences others to
conduct themselves in a like manner.
• Establish a working atmosphere within your area of responsibility and between all locations
and corporate personnel in all departments that results in maintaining a high level of morale,
mutual respect, cooperation, efficiency, and teamwork.
• Achieves assigned sales quota for all product lines in designated Refrigerated Accounts
• Must use the company CRM/Salesforce and meet all weekly/monthly input requirements
• Meets assigned expectations for pricing and profitability
• Achieves strategic customer objectives as defined by VP of Refrigerated Division
• Completes strategic customer account plans that meet company standards
• Completes required training and development objectives within the assigned time frame
• Other duties as assigned
Supervisory Responsibilities:
• None
Required Skills/Abilities:
• Four-year college degree from an accredited institution
• Minimum 5 to 10 - years successful sales experience in a business-to-business strategic sale
environment. 2 - 5 years successful Refrigerated Account successful sales experience if outside of
the company. Knowledge of the trailer/power industry and/or equipment leasing is a definite
advantage. Must reach and exceed sales expectations on a consistent basis for a minimum of
4- years within the company.
• PC proficiency.
• This position requires extensive travel up to 60-75% of the time.
• All prospective employees must pass a background check, drug screen, and have a valid driver’s
license and be insurable.
Physical Requirements:
The physical demands described here are representative of those that must be met by an employee to
successfully perform the essential functions of this job, reasonable accommodations may be made to
enable individuals with disabilities to perform the essential functions of this job.
• The employee is regularly required to talk, hear and listen, sit, and use hands, and fingers
• The employee is required to stand, walk, and occasionally reach with hands and arms
• The employee is required to lift no more than 40 pounds
Work Environment:
• Office environment
