Job Description
Job Summary
We are looking for a growth-oriented Senior Account Executive to join our highly successful sales team in ahunter 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 pointof contact for the client portfolio-- insuring customer’s needs are addressed in a timely fashion and that consistentcontact is maintained on a regular schedule.
This is an opportunity to be part of a winning team and to contribute to the success of our growingcompany. Please apply to our opportunity if you feel this is the right fit for you.
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 formalpurchasing, negotiation, and contracting structures.
JOB BREAKDOWN
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 sharethrough 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 thesecustomer decision-makers
- Position Purolator service capabilities to customers in the account base, qualify and propose new servicesand negotiating rate increases
- Assess and analyze customer’s shipping needs and offer Purolator services and rates to gain additionalbusiness
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 specialevent 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.)
- Overnight Travel
- Travel to U.S. HQ in New York and Corporate HQ in Canada, as needed
- Carry out other duties as appropriate and as assigned by his/her Manager
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, andpossible international travel to Canada