Job Description
The Director, Enterprise Sales is responsible for demonstrating a proven track record of success and aggressively securing new business to maximize and expand the services utilized by existing ArcBest accounts at a profitable level. This position requires a high degree of responsibility and exposure to numerous aspects of the transportation and retail industry; including pricing, sales, systems and tools, marketing, customer needs and all modes of freight movement.
The Director, Enterprise Sales is responsible for demonstrating a proven track record of success and aggressively securing new business to maximize and expand the services utilized by existing ArcBest accounts at a profitable level. This position requires a high degree of responsibility and exposure to numerous aspects of the transportation and retail industry; including pricing, sales, systems and tools, marketing, customer needs and all modes of freight movement.
Responsibilities
- Oversee the management of prepaid vendors.
- Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share.
- Conduct calls and face-to-face meetings with customers.
- Maintain and grow expertize of ArcBest service offerings.
- Develop and grow strategic relationships within the industry.
- Maintain accurate territory account information in ArcBest databases.
- Serve as a subject matter expert of the retail compliance tools used by ArcBest.
- Complete monthly sales audit reports and expense reports, as Company guidelines require.
- Negotiate service requirements and prices to establish service packages.
- Exhibit excellent customer service.
- Interact with all employees and customers in a professional and courteous manner.
- Work in a team setting to accomplish goals.
- Facilitate the development of pricing for proposals and bids.
- Utilize internal and external computer applications to analyze market and competitor data in order to identify capacity and develop pricing solutions at a competitive yet profitable price.
- Identify customer challenges and develop and implement solutions to create opportunities within the retail sector.
- Serve as a vendor consultant for the sales team.
- Make and coordinate sales calls and presentations to customers of all sizes.
- Assist in the collection process and cargo claim prevention, as needed.
- Pursue customers aggressively using networking, social media, customer referrals, etc.
- Obtain and develop new accounts utilizing Company techniques and methods.
- Collaborate with customers, front-line management, and various ArcBest departments.
- Develop a long term strategy to ensure success and growth.
- Monitor retail trends and develop knowledge of retail solutions.
- Complete itinerary and call report as required by Company guidelines and IRS regulations.
- Manage business relationships and entertain customers.
- Maintain a positive, customer-focused attitude in a highly intense environment.
- Other duties and projects, as assigned.
- Create service solutions for customers' unique business problems and initiate pricing.
- Develop sales strategies and a comprehensive understanding of customers' business models.
Requirements
- Bachelor's Degree, preferred
- Experience will be considered in lieu of formal education.
- 5 years transportation and related sales experience.
- Proficient in Microsoft Office Suite, preferred
- Extensive knowledge of retail business solutions, competitors, and decision makers, preferred
- Knowledge of ArcBest company policies, services, computer systems and service capabilities, preferred
- Business Acumen
- Cross-Selling
- Customer Service Management
- Interpersonal Relationships
- Negotiating
- Perseverance and Follow-Through
- Relationship Management
- Value Selling
Other Details
- Generally, 8:00 am - 5:00 pm Monday through Friday with occasional irregular hours depending on workload.
- 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."
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