Summary

The Strategic Account, Business Development Executive is responsible for increasing revenue growth by generating, developing, and maintaining an enterprise-wide customer base through sales activity. The successful Strategic Account, Business Development Executive will independently identify, secure, expand and sustain relationships with key stakeholders to uncover specific needs and behaviors of new and existing accounts. 

Essential Functions

• Generate and increase sales revenue in order to meet or exceed assigned sales quota
• Identify, qualify, and develop sales leads utilizing a hunter sales approach through cold calling, networking, and marketing campaigns
• Develop and implement strategic account plans within assigned territories, industry verticals and key customer targets
• Develop business plans, project plans and implementation budgets for new business opportunities
• Partner with internal customers to design and develop proposals, working closely with the Solutions Design Engineering Team
• Manage contract negotiations, closing the sale and developing plans for contract accounts
• Develop and execute strategies to evaluate customers’ needs to increase overall sales
• Maintain partnership with customers as a resource in contract opportunities and proposals
• Formulate partnerships across several functions to deliver value-added service to customers and management that reflect the business objectives of the organization
• Utilize reporting tools provided (CRM) to update progress and activities, analyze trends and accurately forecast pipeline revenue
• Coordinate and assist in sales meetings to include current and upcoming industry trends
• Participate in trade, contract logistics and transportation associations to support the Company brand recognition / awareness

Competencies

• Foundational sales skills
• Product knowledge
• Customer / client focus
• Relationship Building
• Communication proficiency
• Results driven
• Intrinsically motivated
• Presentation skills
• Problem solving / analysis
• Thoroughness / detail orientation
• Interpersonal skills

Key Performance Indicators

• Revenue per client
• Profit Margin
• Customer satisfaction
• Number of Proposals
• Daily activity

Travel

Required frequent travel between locations and for new business opportunities.

Required Education and Experience

• Bachelor’s degree or equivalent skills and / or work experience
• Minimum 5+ years of strategic and consultative selling experience with senior-level executives at large multi-national companies within Transportation, Contract Logistics, 3PL, etc.
• Experience selling the following services: Kitting, Sequencing, Value Added Assembly, Warehouse & Distribution 
• Proven record of increasing sales opportunities and successful account management skills with a long term, 12 to 18 months, sales cycle process
• Formal Sales Methodology / Process Training (E.I. Challenger, Richardson, Miller Heiman etc..)
• Knowledge of Microsoft Office Suite (Excel, Word, PowerPoint, Outlook, and Access)
• Documented history of success
• Excellent communication and presentation skills