Senior Account Executive U.S.
Job Summary
We are looking for a growth-oriented Senior Account Executive to join our highly successful sales team in a hunter role. This Sales Executive will cover our Southern California territory and is responsible for the prospecting, sales process, and closing of new contracts utilizing our array of services to, from, and within Canada.
The main focus for this position will be to develop new business opportunities, while serving as the primary point of contact for the client portfolio—insuring customer’s needs are addressed in a timely fashion and that consistent contact is maintained on a regular schedule.
Requirements
- You MUST have selling expertise related to international parcel, expedited freight forwarding, Express, LTL/TL on a cross-border basis, in order to be considered.
- Canada Customs Brokerage is a plus.
- Proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.
New Customer Acquisition
- Win business with new customer logos within local territory footprint
- Create and implement market analysis to identify new business opportunities and increase market share through lead referrals
- Develop proficiency in Purolator sales process
- Develop target customer list
- Cold call and prospect target customer list
Base Business Support
- Sell additional services to existing customer base, develop contacts and build relationships with these customer decision-makers
- Position Purolator service capabilities to customers in the account base, qualify and propose new services and negotiate rate increases
- Assess and analyze customer’s shipping needs and offer Purolator services and rates to gain additional business
General
- Active engagement and participation in training (e.g. Product and Skills training)
- Increase Purolator’s presence within the local market through industry organization participation and special event venues
- Collaborate with internal functions such as Commercial, District and Network Operations as well as IT
- Applies a complete knowledge of all the organization’s products/services and policies to close sales
- Achieve weekly sales metrics
- Keeps thorough records and makes reports on all phases of activities, to include CRM
- Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, etc.)
- Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Runzheimer, etc.)
Experience
- 4+ years of industrial or commercial outside sales experience
- 2+ years successful supply chain solution, small parcel and/or freight forwarding sales experience Logistics industry experience
- Proven record of expanding sales region and successful account management skills
- Track record of meeting and/or exceeding professional or personal goals
- Bachelor’s Degree preferred or equivalent work experience
Knowledge, Skills and Abilities Requirements
- Demonstrates an ability to think more broadly about supply chain solutions; consultative
- Passion for sales, and a drive to succeed
- Ability to build strong customer relationships
- Strong sales skills and proven success in closing new business opportunities
- Attention to detail and strong analytical ability
- Experience utilizing a CRM system, Salesforce.com preferred
- Knowledge of sales process
- Demonstrates ability to sell unique concepts to all levels
- Demonstrates consistency of above average performance in current position in last 2 performance reviews
- Candidates must be legally eligible to work in the US
- Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel to Canada
Pay Range
The base pay range for this role is $83,000 - $90,000. Pay within this range varies by work location and may also depend on various factors such as job-related knowledge, and relevant skills and experience.
Company Information
Purolator International is a leading U.S. based supply chain logistics solutions provider specializing in the air and ground forwarding of express, freight and parcel shipments, customs brokerage, and fulfillment and delivery services to, from and within North America. We are a subsidiary of Purolator Inc., Canada’s largest leading integrated freight, package, and logistics solutions provider. You can learn more about us on YouTube and LinkedIn.