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International - Enterprise Business Development Executive
Position Summary:
The International Enterprise Business Development Executive will develop and grow new and existing international freight forwarding businesses by targeting National Accounts within an assigned geographic territory for Penske Logistics international business unit. International Enterprise Business Development Executives are expected to prospect and win customers with a minimum of weekly international shipments by air or ocean to or from the United States. This position will act as a liaison between Penske operations and the customer to ensure proper implementation following a standard operating procedure (SOP) that outlines the responsibilities for internal purposes. In addition, the Enterprise Business Development Executive will create and present Quarterly Business Reviews (QBR) to review key performance indicators established by the external customer.
Major Responsibilities:
Proactively identify, pursue, and maintain a constant pipeline of potential international freight forwarding customers to meet or exceed established quotas.
Gain and maintain access to decision-makers via a disciplined and structured prospecting regimen, including cold calling, networking, attending tradeshows, and social media.
Explain Penske's international freight forwarding products or services and prices, and answer questions from customers.
Design Solutions, that meet specific customer needs.
Adjust sales scripts to better target the needs and interests of specific individuals.
Take the lead in negotiating and closing deals by uncovering and addressing objections / concerns from the customer.
Achieve defined transactional sales goals and development standards required to attain the next level of career advancement.
Monitor market conditions, product innovations, and competitors' products, prices, and sales.
Work with Branch Managers and operational specialists to onboard new customers, resolve problems, and to provide ongoing support.
Spearhead the implementation of their new accounts by collaborating with operations and the customer to create a SOP that outlines the responsibilities and activities for both parties, upon completion the SOP will be presented to the customer for approval.
Ensure all administrative, CRM and monthly KPI activities, which include 40 meetings, 120 phone calls, 8 entertainments, and 4 closes, are correctly recorded and met.
Other projects and tasks as assigned by supervisor.
Qualifications:
Bachelor's Degree preferred. If no degree, equivalent work experience is required.
Minimum of 5 years of outside sales experience in the international freight forwarding environment.
Strong negotiation and problem-solving skills.
Knowledge of various equipment types and transportation modes.
Strong analytical and presentation skills, written/oral communication, and organizational skills.
Regular, predictable, full attendance is an essential function of the job.
Willingness to travel as necessary, work the required schedule, work at the specific location required, complete Penske employment application, submit to a background investigation (to include past employment, education, and criminal history), and drug screening are required.
Physical Requirements:
The associate will be required to: read; communicate verbally and/or in written form; remember and analyze certain information; and remember and understand certain instructions or guidelines.
While performing the duties of this job, the associate may be required to stand, walk, and sit. The associate is frequently required to use hands to touch, handle, and feel, and to reach with hands and arms. The associate must be able to occasionally lift and/or move up to 25 lbs/12kg.
Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception, and the ability to adjust focus.
Penske is an Equal Opportunity Employer
About Penske Logistics
Penske Logistics engineers state-of-the-art transportation, warehousing and freight management solutions that deliver powerful business results for market-leading companies. With operations in North America, South America, Europe and Asia, Penske and its associates help businesses move forward by increasing visibility and driving down supply-chain costs. Visit Penske Logistics to learn more.
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