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Strategic Account Executive

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Date: 05-May-2022

Location: US

Company: Purolator

Open up to the Possibilities!

Working at Purolator International, Inc. is more than a job.  It's an opportunity to be part of a winning team and to contribute to the success of our growing company.  Purolator International is a subsidiary of Purolator Inc., Canada's largest integrated freight and parcel solutions company with over 50 years of delivering reliable, efficient and cost-effective shipping to, from and within Canada for more than 210 countries and territories worldwide.  We are the leading provider of cross-border logistics between the United States and Canada.  This is an exciting and evolving industry and we’re leading the change as we strive to deliver the future. Purolator International is rapidly expanding throughout the United States and seeking talented individuals to join our team.  Are you open to the possibilities?


Successful applicants for this position must be fully vaccinated against COVID-19 as a condition of employment, subject to reasonable accommodation. If you have questions, please feel free to ask during your interview.


Job Summary

We are looking for a growth-oriented sales representative to join our Strategic Sales-B2C team.  This Strategic Account Executive will be responsible for the prospecting, sales process, and closing new contracts with healthcare vertical companies utilizing our array of services to, from, and within Canada.


The main focus for this position will be to develop new business opportunities within the Healthcare sector and serving as the primary point of contact for the client portfolio, ensuring all contacts’ needs are addressed in a timely fashion and that consistent business reviews are maintained on a regular schedule.  This National level role will focus on establishing a target client list with multi-million dollar revenue potential of transportation services.


The ideal candidate will have documented Healthcare sector sales responsibility with a proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures. 



Ideally, we are looking for candidates located within the East, Northern South, Great Lakes or Central regions of the country.     



We are looking for the following qualifications in order to be considered:

  • 7+ years of B2C commercial sales experience, specifically focusing on the Industrial vertical
  • 3+ years successful transportation/freight forwarding sales experience
  • 3+ years closing business on larger, $1 million+ annual rev size accounts
  • Selling expertise related to international parcel, expedited freight forwarding, Express, LTL/TL on a cross-border basis, in order to be considered.
  • Proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.


Job Responsibilities

Purolator Services:

  • Subject matter expert in Purolator services
  • Active engagement and participation in training (e.g. Product and Skills training)
  • Responsible for developing long-term partnerships with current customers and selling additional services to the existing account base 
  • Applies a complete knowledge of all the organization’s products/services and policies to close sales
  • Serves as the face of Purolator to the customer – responsible for positioning Purolator service capabilities to customers in the account base, qualifying and proposing new services, negotiating rate increases and ensuring that accounts are properly set up internally
  • Liaise with counterparts in other Sales roles as well as operations, corporate support, and client relations to seamlessly implement new services and ensure customer satisfaction


New Customer Acquisition:

  • Win business with “new logo” customers within National footprint
  • Develop proficiency in Purolator sales process
  • Develop target customer list
  • Cold call and prospect target customer list



  • Develop market strategy and value proposition
  • Collaborate with internal functions such as Commercial, District and Network Operations, IT
  • Achieve weekly sales metrics
  • Keeps thorough records and makes reports on all phases of activities, to include CRM
  • Create and implement market analysis to identify new business opportunities and increase market share through lead referrals
  • Increase Purolator’s presence within the market through industry organization participation and special event venues
  • Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, Sales Navigator, etc.)
  • Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Motus Car Allowance Program, Success Factors, etc.)
  • Overnight Travel up to 50%
  • 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 and/ or Work Experience Requirements

  • 7+ years of industrial or commercial sales experience (or equivalent)
  • 3+ years successful transportation/freight forwarding sales experience
  • 3+ years closing business on larger, $1 million+ annual rev size accounts
  • Experience utilizing a CRM system, preferred
  • Prior experience in a National or Regional level role, preferred
  • Canada Customs Brokerage sales experience is preferred
  • Proven record of expanding sales region and successful account management skills
  • Demonstrated consistency of above average performance in current position in last 2 performance reviews


 Knowledge, Skills, and Abilities Requirements

  • Track record and ability to build strong customer relationships
  • Strong presentation skills
  • Strong sales skills and proven success in closing new business opportunities
  • Attention to detail and strong analytical ability
  • Curious, enthusiastic, passionate, persistent, and confident approach
  • Knowledge of sales process
  • Demonstrated ability to sell solutions/unique concepts to all levels
  • Demonstrates an ability to think more broadly about supply chain solutions; consultative
  • 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



Posting Number: 54342   
Hours of Work: Monday-Friday, 8:30 am - 5:00 pm, 37.5 hours per weel  
Job Code: 875  
Location: Open to various locations  
Reports to: Director Healthcare Strategy & Sales   
Working Conditions: Office Environment  


Purolator International, Inc. provides a competitive benefits package to employees and their families, including:

  • Medical, Dental, Vision, Prescription Drugs (80%+ paid by Employer)
  • 401k with up to 6% Employer Company Match
  • Employer Funded Life Insurance
  • Annual Bonus Incentive Plan
  • Disability/Income Protection
  • Tuition Assistance
  • Employer Funded Health Savings Account (H.S.A)
  • Paid Time Off (Total of 29 days)

Purolator International is an equal opportunity employer committed to diversity and inclusion. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other factors considered discriminatory. If you require an accommodation during the recruitment process, we will work with you to meet your needs.


Purolator International, Inc. is proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing and background verification checks.


Purolator International depends on our communities for public and business services that are critical to our success. We strive to always give back to the communities we belong to. A key component of the Purolator International’s culture is making valuable and charitable contributions as a company, regionally and as individuals. 

We recognize that our employees and their families are key stakeholders. We will only be successful as a business if we provide our employees with a safe and healthy workplace and if we have the right people in the right roles with the support they need to succeed. We hire for attitude and train for skills.  To learn more about us and our values, go to

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