Director of Strategic Accounts

5 days ago

Philadelphia, Pennsylvania, United States AFS Logistics Full time
Job Description

Job Summary:

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 solutions to qualified prospects and current clients.

Key Responsibilities:

  • Client Relationship Management: Maintain regular communication and contact with clients to provide outstanding in-region client support, while meeting/exceeding sales targets and client retention.
  • Sales and Business Development: Prospect and sell multimodal/multiservice opportunities within assigned region, by identifying and acquiring new clients for AFS services.
  • Account Management: Manage the AFS customer experience to ensure we retain clients with assigned existing and new customers in coordination with the Account Management team.
  • Business Development: Generate leads by cold-calling in assigned areas, asking for customer referrals, attending tradeshows/networking events, and following up on all marketing leads.
  • Client Advocacy: Act as client's advocate during the development of solutions; work with operations and pricing groups to develop pricing and proposal, reviews proposals with clients and advises decision-making process, and monitoring progress during service launch, assuring that services are launched timely and delivering the desired results.
  • Relationship Building: Build a cross-functional relationship with all influencers in each account, for example, CFO, COO, VP of Ops, and Transportation Manager.
  • Technology Utilization: Utilize Salesforce to manage their customer base, daily.
  • Product Knowledge: Have a strong grasp and be proficient in demos of all AFS tools and products.

Qualifications and Requirements:

  • Sales and Account Management: Solid sales, account management and transportation knowledge.
  • Consultative Sales Training: Consultative sales training or experience.
  • Communication Skills: Ability to deliver effective communications and the business experience to obtain client's commitment and agreement to proceed.
  • Industry Network: A strong network of contacts in the transportation industry.
  • Relationship Development: Demonstrated ability to develop and maintain relationships with C-level decision makers.
  • Prospecting: A willingness to prospect for new business.
  • Leadership: Poses the maturity and discipline to work effectively with a minimum of supervision in a unique entrepreneurial environment.
  • Interpersonal Skills: Excellent interpersonal skills with the ability to build rapport with a variety of groups.
  • Decision Making: Highly motivated and self-driven with a persuasive personality.
  • Technical Skills: Superior decision making, problem solving, negotiations, verbal and written skills.
  • Software Proficiency: Proficient at Salesforce, Excel, Word and PowerPoint.
  • Leadership and Team Management: Ability to successfully lead an internal team to drive and deliver a compelling value proposition to the customer.

Education and Experience:

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

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