Job Description
The Associate Enterprise Account Manager works closely with the Director, Enterprise Sales and the District Sales Manager, Enterprise Accounts to optimize customer service by effectively managing sales activity and workflow around prioritized leads and accounts. This position assists with growing and maintaining profitable business by providing problem solving solutions for ArcBest that are presented to our customers.
The Associate Enterprise Account Manager works closely with the Director, Enterprise Sales and the District Sales Manager, Enterprise Accounts to optimize customer service by effectively managing sales activity and workflow around prioritized leads and accounts. This position assists with growing and maintaining profitable business by providing problem solving solutions for ArcBest that are presented to our customers.
Responsibilities
- Communicate to clients regarding expectations of all parties and respond to customers in support of company pricing initiatives.
- Collaborate with various ArcBest departments in order to create customer solutions.
- Conduct outbound call and email campaigns, including cold calling.
- Other duties and projects, as assigned.
- Qualify opportunities associated with new and existing customer leads.
- Work with a Director of Enterprise Sales to deliver effective solutions to problems and/or complex sales.
- Assist in the collection process and cargo claim prevention, as needed.
- Develop strong internal relationships with assigned DES(s) and Enterprise Account Management to promote creativity and collaboration that drives revenue growth and profitability within their managed accounts.
- Utilize internal and external data to prioritize opportunities.
- Serve as a liaison with Yield and other departments within the organization.
- Maintain accurate territory account information in system database(s).
- Support and maintain many accounts over long periods of time and diverse circumstances.
- Perform sales activities for most or all products available in diverse product lines and multiple markets.
- Manage and maintain PACE reports as well as other required reports as needed.
- Assist with daily oversight, retention and development efforts for Enterprise and Key Accounts to retain, develop and grow up to 30 accounts.
- Maintain rapport by communicating in a manner that is suited to the style of each prospect.
- Participate in negotiating the terms of the business relationship.
- Have a strong competency in digital customer engagement to utilize all channels of digital communication.
- Conduct on-site visits to present ArcBest as an overall solution, as needed.
- Complete sales and performance reports, expense reports, itinerary, customer, and call reports as instructed and/or as Company guidelines require.
- Communicate account statuses with team on a regular basis.
Requirements
Education:
- Bachelor's Degree, preferred
- Experience will be considered in lieu of formal education.
- Transportation industry and related sales experience, preferred
- Prior experience with Customer Relationship Manager (CRM) tools, preferred
- Proficient in Microsoft Office Suite, preferred
- Ability to learn new systems quickly.
- Knowledge of business solutions and competitors, preferred
- Knowledge of Company policies, services, computer systems and services capabilities, preferred
- Addressing Customer Needs
- Cross-Selling
- Negotiating
- Perseverance and Follow-Through
- Problem Solving
- Relationship Management
- Sales Closing and Agreements
- Selling
Other Details
Work Hours:
- Generally Monday - Friday between 8:00 am - 5:00 pm with occasional irregular hours depending on workload and customer events.
- This is a hourly position paid biweekly.
About Us
ArcBest® is a multibillion-dollar integrated logistics company that helps keep the global supply chain moving. We offer ground, air, and ocean transportation through various capacity providers, including our LTL carrier ABF Freight®, our truckload service MoLo®, and our expedite fleet, Panther Premium Logistics®. Through our managed solutions, we partner with customers to create logistics strategies that increase operational efficiencies, reduce costs and give better insights into their supply chains. We also offer moving services through U-Pack®. Our technology and innovations team, ArcBest Technologies, provides custom-built solutions, leading-edge technology, and advanced analytics that help support our customers and optimize supply chains. Want to join the ArcBest team? We're looking for top talent who supports our values-driven culture and is driven to deliver an excellent customer experience."
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