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Strategic Account Director

2 months ago

Cleveland, Ohio, United States AFS Logistics Full time
Job Description

About the Role:

The Director of Strategic Accounts will be responsible for building and maintaining strong relationships with existing clients, as well as driving revenue growth by selling AFS Logistics solutions to qualified prospects and current clients.

Key Responsibilities:

  • Manage a list of current AFS clients for relationship building and prospecting for additional upsell opportunities.
  • Prospect and sell multimodal/multiservice opportunities within assigned regions, identifying and acquiring new clients for AFS services.
  • Manage the AFS customer experience to ensure client retention, working closely with the Account Management team.
  • Work with assigned accounts and assist Customer Service in supporting client needs.
  • Conduct structured periodic business reviews to demonstrate the benefits of AFS services to clients and explore additional opportunities.
  • Understand all of AFS's transportation modes and value proposition to clients.
  • Prospect, qualify, attract, and win new clients in their region.
  • Generate leads through cold-calling, customer referrals, tradeshows/networking events, and following up on marketing leads.
  • Act as a client advocate during solution development, working with operations and pricing groups to develop pricing and proposals.
  • Build cross-functional relationships with influencers in each account, such as CFOs, COOs, and Transportation Managers.
  • Utilize Salesforce to manage the customer base daily.
  • Have a strong grasp and be proficient in demos of all AFS tools and products.

Requirements:

  • Solid sales, account management, and transportation knowledge.
  • Consultative sales training or experience.
  • Ability to deliver effective communications and obtain client commitment.
  • A strong network of contacts in the transportation industry.
  • Demonstrated ability to develop and maintain relationships with C-level decision makers.
  • A willingness to prospect for new business.
  • Poses maturity and discipline to work effectively with minimal supervision.
  • Excellent interpersonal skills with the ability to build rapport with various groups.
  • Highly motivated and self-driven with a persuasive personality.
  • Superior decision-making, problem-solving, negotiations, verbal, and written skills.
  • Proficient at Salesforce, Excel, Word, and PowerPoint.
  • Ability to successfully lead an internal team to drive and deliver a compelling value proposition to clients.

Education/Experience:

  • Bachelor's degree in business, management, or related field preferred or equivalent work experience.
  • 5 years or more of transportation experience in multiple modes.
  • Minimum of 3 years business development experience with third-party or contract logistics.