Strategic Accounts Director

4 weeks ago

Wilmington, Delaware, United States Core Group Resources Full time
Job Overview

We are seeking a seasoned professional to drive revenue growth and enhance customer engagement as the Director of Strategic Accounts. This role involves building strategic relationships with Beneficial Cargo Owners (BCOs), ocean carriers, and freight forwarders to expand Enstructure's logistics solutions.

Key Responsibilities
  • Develop and implement a strategy to identify key BCO users of the Delaware Container Terminal.
  • Collaborate with ocean carriers to understand trade routes and lanes, and work to reroute cargo volume to the terminal.
  • Meet with key decision makers to understand their key factors in relocation volume.
  • Work with local trucking and brokering firms to secure competitive options for inland costs and logistics.
  • Execute commercial strategy through face-to-face customer interactions, phone, and video meetings.
  • Communicate with the Enstructure team, customers, and suppliers clearly in all forms.
  • Leverage the company's value proposition to build stronger, long-term customer relationships.
  • Stay informed on market changes, customer integrations, teaming arrangements, and regulatory updates.
  • Identify, expand, and promote the company's multiple service offerings to secure a larger portion of valued customers' supply chain spend.
  • Collaborate with all levels of leadership to lead the Delaware Container Terminal further into the customers' supply chain.
  • Suggest and draft social media posts.
  • Understand market pricing and cost structures for competitive solutions.
  • Support other company growth initiatives as requested.
  • Understand and communicate customer needs and wants, including technical, quality, and regulatory areas.
  • Communicate and identify opportunities along the supply chain to increase revenue opportunities for Enstructure and improve performance for customers.
  • Audit and review operations to ensure quality delivery and client satisfaction.
  • Identify and develop marketing materials to grow and sustain the business.
  • Attend BCO and carrier industry events to promote the Delaware Container Terminal and Enstructure.
  • Arrange and attend regular carrier and BCO meetings in the US and abroad.
  • Work with Class 1 railroads to develop intermodal on-dock and near-dock rail opportunities and intermodal trade lanes.
  • Identify intermodal rail opportunities with BCOs and bundled rate packages to support discretionary cargo.
  • Develop BCO value propositions for additional container-related services, including dedicated gate lanes, peel piles, and valet service.
  • Work with regional leadership to develop container pricing and implement annual rate increases.

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