Senior Strategic Account Manager

JOB PURPOSE

The Senior Strategic Account Executive is responsible for growing business levels and selling to targeted commercial organizations within an assigned geographic region of the US. Responsibilities include developing a sales plan, formulating sales call strategy, and executing relevant activities to drive net new revenue growth. The SSAE is accountable for effectively communicating Transportation Insight's value proposition,  enterprise solutions, and enterprise logistics services to prospects and current customers. Utilizing Transportation Insight's portfolio of service offerings/capabilities to solve complex parcel, LTL, and Truckload business challenges, the Senior Strategic Account Executive is expected to introduce specific service improvements and opportunities for optimization. He/She is to provide a positive customer experience for enterprise-size organizations.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Build and strengthen business relationships with potential and existing customers for the purpose of promoting Transportation Insight services.
• Build revenue within an assigned territory to reach and exceed established sales goals.
• Develop a plan focusing on solution sales, sales call strategy and qualified list of prospects in assigned geography, giving targeted focus to Enterprise companies.
• Communicate Transportation Insight’s value proposition, services, and solution strategies to prospects in order to position Transportation Insight's portfolio of solutions and value.
• Utilize a consultative approach to driving conversations with the expectation of moving the prospective customer through the buying cycle and developing a formal and written sales solution for the purposes of closing business.
• Understand how to navigate complex buying committees - develop and maintain professional relationships with economic buyers and key executives within sizable target accounts to create value and enable your selling efforts.
• Establish and maintain contact and effective communication at all levels of strategic accounts and leverage internal resources to ensure a positive customer experience.
• Partner with internal executive management, operations, development and sales management teams to establish and implement best practices.
• Leverage his/her network for referrals and former partners to support growth efforts.
• Manage complex relationships with strategic strategy and execution.
• Accurately forecast opportunities and bookings, specific product revenue, and new opportunities on a weekly, monthly and quarterly basis within Salesforce.
• Drive for results and success by conveying the appropriate sense of urgency while driving issues to closure.
• Champion client programs and drive initiatives with a focus on continuous improvement.
• Collaborate cross-functionally to remove roadblocks, track and resolve client objections, and solve problems via Transportation Insight myriad of solutions.

JOB REQUIREMENTS

• BS/BA degree required.
• Minimum of 10 years intensive executive solution selling experience and success working with Fortune 1000 customer accounts. Experience must reflect drive and self-motivation with a high level of detail selling complex solution based programs
• Knowledge of the transportation/logistics industry is required.
• Knowledge and experience with transportation management systems/technology preferred.

KNOWLEDGE, SKILLS, ABILITIES AND CHARACTERISTICS

• Strong verbal and written communication skills, including boardroom caliber presentation skills.
• Proven ability to collaborate with others at all levels within the potential client.
• Aptitude for understanding how technology solutions solve customer business issues.
• Astute understanding of how to convey information clearly and provide transportation/financial analysis to help expedite customer purchase decisions.
• Proven ability to innately recognize mutual value opportunities ensuring customer value and revenue generation for the company.
• Proven ability to develop and grow C-Level relationships to increase the probability of success.
• Strong MS Office Word and PowerPoint Acumen.
• Ability to think critically, strategically and creatively.
• Experience working in a fast-paced, high deliverable environment.
• Proven trackrecord of meeting / exceeding sales plans – specifically selling reoccurring solution-based programs.
• Personality that cleary demonstrates the following characteristics and/or qualities;
  • Strong achievement drive
  • Upbeat/positive
  • Passionate
  • Ingenious
  • Empathetic
  • Accountable
  • Well-prepared
  • Highly engaged
  • Goal oriented
  • Confident and assertive
  • Self-motivated
  • Relationship driven
  • Focused
  • Resilient
  • Good listener
  • Persistent

**MAY PERFORM OTHER DUTIES AS ASSIGNED**

WORK ENVIRONMENT

·Standard office environment, usually indoors away from the elements with moderate noise. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

PHYSICAL EFFORT

• Maintain a stationary position for extended periods; move about the office, operate computers and files, as needed; and frequently communicate with others. 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. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is required to stand, walk, and reach with hands and arms. Occasionally, the employee is required to lift boxes up to 20 pounds. 

SCHEDULING

• This is a full-time benefits-eligible position, working Monday through Friday; 8:00 a.m. – 5:00 p.m. An employee in this position must be available to work occasionally on weekends and evenings, during peak periods. 

TRAVEL

• Travel requirement: 30% to 50%

DISCLAIMER

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required.

EEOC/ADA STATEMENT:

We are an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, gender, sexual orientation, age, religion, disability, veteran, or any other status prohibited by applicable national, federal, state or local law. In an effort to recruit, develop and retain top talent, we are committed to a policy of nondiscrimination in all personnel practices to ensure equal opportunity for employment, promotion, and training for a more inclusive workforce.