Job Description
The Enterprise Account Manager provides strategic and tactical account management by working to grow existing Enterprise customers to develop a deeper understanding of their supply chain and offering new and innovative solutions to their complex transportation challenges. The position offers a high degree of responsibility and exposure to numerous aspects of the transportation business, including pricing, sales, marketing, and all modes of freight movement.
The Enterprise Account Manager provides strategic and tactical account management by working to grow existing Enterprise customers to develop a deeper understanding of their supply chain and offering new and innovative solutions to their complex transportation challenges. The position offers a high degree of responsibility and exposure to numerous aspects of the transportation business, including pricing, sales, marketing, and all modes of freight movement.
Responsibilities
- Work with Enterprise Account Support and Customer Success teams to develop standard operating procedures and statements of work for new solutions or services.
- Work with Yield to develop strategies for growing Enterprise and Key accounts through new solution design and pricing initiatives.
- Maintain current pricing publications which includes maintenance and updates.
- Issue new proposals for new segments of business.
- Establish a consistent cadence for conducting business reviews to create the format, content and deliverables needed to satisfy the customers' expectations.
- Collaborate with various ArcBest departments in order to create customer solutions.
- Develop strong internal relationships with assigned DES(s) to promote creativity and collaboration that drives revenue growth and profitability within their managed accounts.
- Travel to deliver QBR's, carrier events or present new solution rollouts.
- Have a strong competency in digital customer engagement to utilize all channels of digital communication.
- Use PACE to manage the opportunity development.
- Grow ArcBest wallet share within transacting Enterprise and Key accounts by leveraging cross-sell techniques, tactical oversight and strategic problem solving.
- Develop or have a strong social media network to allow for a deeper understanding of our customers internal structure while exposing opportunities for additional relationships.
- Use PACE to efficiently document activities and opportunities related to development and growth.
- Grow a managed account territory and maintain a superior level of business.
- Other duties as assigned.
- Assume daily oversight, retention and development efforts for Enterprise and Key Accounts to retain, develop and grow up to 30 accounts.
- Create and architect solutions to become the preferred point of contact for their managed accounts.
Requirements
Education:
- Bachelor's Degree in Transportation or Business, preferred
- Experience in Logistics and Customer Engagement, preferred
- Proficient in Microsoft Office Suite
- Extensive knowledge of business solutions, competitors, and decision makers, preferred
- Knowledge of ArcBest company policies, services, computer systems and service 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 salary position paid biweekly.
- Variable compensation is included.
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.
Return to Results