PLS Logistics

LTL Sales Account Executive

US-IL-Chicago
ID
2017-1501
Type
Regular Full-Time

Overview

The National Account Executive is responsible for establishing and growing relationships with new clients and be focused on LTL centric and full service supply chain opportunities.

Responsibilities

Summary of essential job functions

  • Solicit new business within an assigned area, industry or database
  • Manage a minimum active sales pipeline of 150 account opportunities
  • Leverage relationships within existing book of business to efficiently convert to new business opportunities for PLS
  • Focus on opportunities with annual inbound and outbound LTL freight spend of $500,000 or greater
  • Maintain and manage existing account relationships
  • Stay abreast with the industry and business activity within the geographic area
  • Know and monitor the competition:  their locations, scope of service, pricing actions and competitive strengths and weaknesses
  • Secure recent shipment data samples from prospective customers for analysis
  • Assist in preparation and execution of sales contracts for new clients
  • Effectively communicate PLS service offerings to new accounts
  • Introduce new and/or expanded services to existing accounts
  • Manage and update Salesforce.com contact, activity, and account information
  • Prepare sales marketing materials, proposals, and presentations
  • Conduct quarterly business reviews with contract customers
  • Coordinate joint customer calls/visits with carrier sales and/or terminal operations representatives as appropriate
  • Facilitate new account onboarding and implementation
  • Strategic and prudent use of travel & entertainment budget to foster new account growth, develop multi-level contacts within each organization, show appreciation for existing business, and maximize client retention rates
  • Facilitate accounts receivable &operations teams with collections efforts as required
  • Other duties as required by business needs or as assigned

Qualifications

Minimum Requirements

  • Bachelor’s degree
  • Minimum of 5 years of experience in the LTL/ transportation/logistics/freight forwarding industry with emphasis on the LTL mode
  • Overnight travel required
  • Five or more years of outside sales experience
  • Five or more years in the LTL/ transportation/logistics/freight forwarding industry
  • Successful, proven sales track record
  • Strong written and verbal communication skills
  • Must possess strong analytical, strategic selling and creative thinking skills
  • Must be able to effectively use Salesforce.com

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