Major Account Sales Executive

4 days ago

Roseland, New Jersey, United States Transporation Equipment Network Full time
Job Summary

The Major Account Executive is a sales leadership role that leads the company's efforts to maintain and expand relationships with large, multi-location prospects and customers within an assigned territory.

This role is responsible for achieving sales quotas in multiple product lines offered by the company in a given sales year. As a trailer and chassis sourcing specialist, the Major Account Executive proactively assesses, clarifies, and validates customer needs on an on-going basis by introducing the company's products to those assigned strategic accounts and prospects.

Duties and Responsibilities
  • Establish productive, professional relationships with key personnel who make or influence the buy decision in assigned customer accounts and prospects.
  • Must become a product expert in all of the company's product offerings in order to be effective in confidently bringing the right solution to the customer.
  • Leads solution development efforts including teaching the customer/prospect, tailoring the sales process in order to best address customer needs and ultimately be in position to control the sales outcome.
  • Must have the ability to have a strong understanding of the customer's business in order to be able to confidently communicate and sell the company's product solutions.
  • Coordinates the involvement of company personnel, including VP of Refrigerated Division, Key Company Executives, Regional Directors and Regional Sales Directors and management resources, in order to meet account performance objectives and customer expectations.
  • Works closely with all Account Managers/Senior Account Managers within your markets to team sell and prospect Refrigerated Accounts-providing leads, clearly communicating sales strategies, and providing a mentorship role throughout the team sell process.
  • Maintain conduct that reflects positively upon the company and influences others to conduct themselves in a like manner.
  • Establish a working atmosphere within your area of responsibility and between all locations and corporate personnel in all departments that results in maintaining a high level of morale, mutual respect, cooperation, efficiency, and teamwork.
  • Achieves assigned sales quota for all product lines in designated Refrigerated Accounts.
  • Must use the company CRM/Salesforce and meet all weekly/monthly input requirements.
  • Meets assigned expectations for pricing and profitability.
  • Achieves strategic customer objectives as defined by VP of Refrigerated Division.
  • Completes strategic customer account plans that meet company standards.
  • Completes required training and development objectives within the assigned time frame.
  • Other duties as assigned.
Supervisory Responsibilities

None

Required Skills and Abilities
  • Four-year college degree from an accredited institution.
  • Minimum 5 to 10 years successful sales experience in a business-to-business strategic sales environment years successful Refrigerated Account successful sales experience if outside of the company. Knowledge of the trailer/power industry and/or equipment leasing is a definite advantage. Must reach and exceed sales expectations on a consistent basis for a minimum of 4- years within the company.
  • PC proficiency.
  • This position requires extensive travel up to 60-75% of the time.
  • All prospective employees must pass a background check, drug screen, and have a valid driver's license and be insurable.

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