Global Forwarding Executive

About the role

This Global Forwarding Executive position is primarily responsible for acquiring new international freight forwarding customers, building and maintaining a profitable portfolio, and collaborating with International and Sales teams to strengthen customer acquisition efforts. The role requires managing prioritized leads and mid-size accounts, running customized Datamyne targets, and driving prospecting initiatives to attract and secure new client business at a profitable level.

Responsibilities

• Identify and pursue new customer opportunities for international freight forwarding services.
• Independently prospect, obtain, and develop new accounts using established acquisition strategies and team selling with ArcBest account owners.
• Apply strategies to understand customers’ international supply chain business models.
• Conduct sales calls, face-to-face meetings with primary account owners, and presentations to new mid-size customers (import minimum of 50 FCL per year, and monthly airfreight and LCL shipments).
• Develop and maintain a pipeline of prospective international customers to achieve sales targets while balancing growth and margin objectives.
• Monitor international market trends and competitors to inform solutions based on current state of affairs.
• Collaborate with the International Pricing team on pricing for proposals and qualified bids.
• Generate new business using networking, social media, customer referrals, and other applicable methods.
• Identify customer challenges to proactively provide solutions within the international sector.
• Develop and grow strategic relationships directly with customers and within ArcBest sellers targeting mid-size FCL import accounts.
• Identify growth opportunities in core target markets, securing ongoing monthly business for LCL and airfreight export and import.
• Build strong, lasting shipper relationships and develop expertise of ArcBest service offerings.
• Negotiate service requirements and establish service packages with pricing analysts.
• Collaborate with the International operations team to create service solutions for customers’ unique business problems.
• Maintain accurate territory account information in the ArcBest database.
• Complete monthly sales audit reports and expense reports as required by Company guidelines.
• Complete itinerary and call reports as required by Company guidelines and IRS regulations.
• Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share.
• Exhibit excellent customer service and maintain a professional, customer-focused attitude in a competitive sales environment.
• Travel to visit existing, potential, and new customers.
• Work in a team setting to accomplish goals.

Requirements

• Bachelor's Degree preferred; experience will be considered in lieu of formal education.
• 5 years' sales experience in global forwarding or relevant international logistics experience, required.
• Sales experience in international freight forwarding business solutions, required.
• Current and legal driver’s license to operate a motor vehicle, required.

Computer Skills

• Proficient in Microsoft Office Suite, preferred.

Preferred Qualifications

• Knowledge of ArcBest company policies, services, computer systems, and service capabilities.
• Familiarity with domestic and international ocean and air freight operations and pricing techniques.

Competencies

• Addressing Customer Needs
• Interpersonal Relationships
• Lead Generation
• Perseverance and Follow-Through
• Problem Solving
• Relationship Management
• Value Selling