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Account Executive III / Représentant(e) conseil auprès des clients III

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Date: 16-Nov-2020

Location: Toronto, ON, CA

Company: Purolator

Open up to the Possibilities!
At Purolator, you’ll be proud knowing you’re working for a Canadian company that truly values its employees. And it’s community. This is an exciting and evolving industry and we’re leading the change as we strive to deliver the future. Here you will be empowered to help move the business forward. Each and every day. Are you open to the possibilities?

 

Job Description

 

The Senior Account Executive is accountable for achieving assigned vertical based sales targets on a quarterly and annual basis by maximizing the Company revenues to prospective and existing clients.

 

  • Specialized focus in key segment vertical as it relates to all lines of business including but not limited to Courier, Logistics, Freight, International and Supply Chain
  • Achieve assigned sales quota which includes both growth and retention targets through Share of Wallet (SOW) growth and Net New activity. 
  • Account Management and development efforts including vertical based forecasting, tracking customer account performance metrics, vertical and market specific research and understanding industry trends to enable growth, cross functional internal collaboration to support client requirements.
  • Negotiate complex contracts and strategic multi-year renewals for all customers
  • Conduct Monthly/Quarterly business reviews with all customers and create joint development plans to address growth opportunities, escalation resolution and industry trend analysis.
  • Responsible for client integration solution that enables growth and retention of partnership
  • Act as the first escalation point of contact to handle the complexity involved in the accounts in a timely manner to meet the customer’s needs:
  • Lead and orchestrate quotes/bids, RFI/RPFs according to Purolator Process and standards while ensuring cross functional and departmental representation

 

Education

  • Post-secondary degree
  • 5-7 years progressive outside sales and customer account management

 

Experience and skills

  • Financial acumen: possessing a solid understanding of key financial metrics, business statements, and overall financial well-being of key partners
  • Customer Focus: Ability to manage large, multinational, corporate accounts (B2B and B2C) across North America and Internationally; book of business can range from $20 to $50M in revenue
  • Upselling and Business Development through demonstrated sales methodologies: Solution Selling, Value Based Selling, Account Planning, a ROI Tool (e.g Shark Finesse). Identify new areas for revenue growth through customer account permeation; leveraging business solutions for growth
  • Vertical Specific Customer Management and Forecasting: review, predict and plan for customer peaks/ forecasts/trends
  • Proficient negotiation skills; high level of leadership influence and ability to implement and sustain long term agreements 
  • Contributed to Continuous Improvement: analysis of customer portfolios/profiles as they relate to services offered; ability to identify efficiencies in order to solidify customer relationships and add to business growth; effective monitoring of customer performance/ compliance.
  • Customer visits: QBRs, proficient presentation skills; demonstration of metrics/ strategic initiatives, KPI reviews, promotion of Purolator offerings in order to grow business
  • Business Relationships: Ability to forge strong relationships across multiple channels and business segments within customer portfolio, at the senior management level and C-Suite level
  • Resourcefulness: Exhibit tact and strong diplomatic skills when dealing with all staff, customers and suppliers with high level of self-motivation, independence and self-reliance
  • Organizational Skills: Sound time management and planning skills
  • Strong Technology Platform: Proficient in salesforce, excel, ability to analyze metrics
  • Cross-functional/Collaboration Skills: Lead and liaise with various teams including operations, revenue management, finance, accounting, human resources, marketing, operations excellence, contract administration

 

 

 

 

POSTING DETAILS
Location:                    491 - Vaughan  
Working Conditions: Call Centre; Office Environment 

Reports to:                  Regional Sales Manager 
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Purolator 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, Aboriginal/Indigenous status or any other factors considered discriminatory. If you require an accommodation during the recruitment process, we will work with you to meet your needs.



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 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 www.purolator.com.



At Purolator, every day is an opportunity for our employees to connect with one another and with our customers to help make a positive impact in the communities where we live, work and play.


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