Senior Account Executive

Description

We are looking for a growth-oriented Sales Account Executive to join our highly successful sales team in a hunter role.  This Sales Executive will cover our northern California, Utah and Nevada territory and will be responsible for prospecting, managing existing clients along with closing new contracts and following our sales process 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.

This is an opportunity to be part of a winning team and to contribute to the success of our growing company.  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 formal purchasing, negotiation, and contracting structures.

Responsibilities

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 negotiating rate increases
• Assess and analyze customer’s shipping needs and offer Purolator services and rates to gain additional business

Additional Responsibilities

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., MOTUS, 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

Education

• Bachelor’s Degree preferred or equivalent work experience

Experience

• 5+ years of industrial or commercial outside sales experience
• 2+ years successful supply chain solutions, small parcel and/or freight forwarding sales experience
• International Logistics environment preferred. Customs brokerage knowledge is a plus
• Proven record of expanding a sales region and successful account management skills 
• Track record of meeting and/or exceeding professional or personal goals
• Strong sales skills and proven success in closing new business opportunities, penetrating accounts at senior executive levels
• Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel to Canada
• Ability to build strong customer relationships