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Corporate Account Manager
2 months ago
The Corporate Account Manager is responsible for maintaining existing business and generating new business by managing customer relationships. They will execute business plans through meeting and exceeding sales and revenue goals. This position leads service and sales activity with a direct relationship across a portfolio of products and services, including LTL, GFP and Specialty Markets. The Corporate Account Manager drives business growth through solution development, customer-facing communications, working directly with internal champions, contract development, value creation, and negotiation.
The Corporate Account Manager obtains knowledge about differentiators to consult customers on solutions that support their market competitiveness. This position cultivates cross-functional relationships and involves other Sales resources (e.g., GFP, Inside Sales, Customer Solutions, etc.) to provide expertise as needed in helping customers create an efficient supply chain and demonstrates quantified value.
BASIC QUALIFICATIONS
- Must be a U.S. Citizen or National of the U.S., an alien lawfully admitted for permanent residence, or an alien authorized to work in the U.S. for this employer
- Must have a Bachelor's degree (or internationally comparable degree) or have a minimum of five years transportation experience
- Must be willing and available to travel up to 50% for this position
- Must have experience defining and creating specific documented account strategies
- Must have Business-to-Business or Business-to-Consumer sales experience
- Manages the contract renewal process to ensure new contracts are negotiated prior to the expiration of existing contracts
- Utilizes internal sales systems to manage customer information and update account status/detail
- Maintains and monitors customer information and account performance data to track sales performance against sales objectives
- Demonstrates proven negotiation techniques
- Applies Service, Product, and Customer Technology Knowledge: Demonstrates familiarity with the core service offerings and deep familiarity with product, service, and customer facing technology offerings; demonstrates knowledge of differentiators in the marketplace, describes types of customers that would benefit from selected offerings; summarizes positive and negative gaps; develops plans to leverage advantages and correct disadvantages
- Creates Account Strategies: Helps define and create specific documented account strategies; evaluates key financial indicators to establish account strategies; leverages sales and service resources to meet basic customer needs; recognizes overlap between customer needs and external industry trends
- Finance Knowledge: Accurately reads and interprets financial reports and statements; demonstrates an understanding of relevant financial measures, revenue and cost drivers; applies financial analysis to recommend solutions that support business objectives.
- Negotiation: Demonstrates the ability to use negotiation techniques in complex situations; recognizes the potential impact of negotiation proceedings on the business; gains consensus from involved parties
- Solves Customer Concerns: Identifies business areas and stakeholders impacted by customer concerns; engages appropriate resources to resolve and identifies root causes; stays motivated despite difficult circumstances or setbacks
- Relationships: Ability to network and develop strategic relationships throughout the organization