Job Description
The Director, Truckload Account Development is responsible for managing Senior Managers of Truckload Account Development and establishing the strategy for the Truckload Account Development department, focused on enterprise sized business, to align with overall business objectives. This position is accountable for their direct organization's productivity, margin performance, efficiency, and customer satisfaction. The active involvement of this position is crucial in meeting both customer expectations and segment goals. The Director, Truckload Account Development is responsible for the coaching and development of Senior Managers of Truckload Account Development to continue to improve market knowledge and customer needs across the department. Additionally, this position cultivates trusted relationships with influential stakeholders within customer organizations, having a pivotal role in achieving excellent results.
The Director, Truckload Account Development is responsible for managing Senior Managers of Truckload Account Development and establishing the strategy for the Truckload Account Development department, focused on enterprise sized business, to align with overall business objectives. This position is accountable for their direct organization's productivity, margin performance, efficiency, and customer satisfaction. The active involvement of this position is crucial in meeting both customer expectations and segment goals. The Director, Truckload Account Development is responsible for the coaching and development of Senior Managers of Truckload Account Development to continue to improve market knowledge and customer needs across the department. Additionally, this position cultivates trusted relationships with influential stakeholders within customer organizations, having a pivotal role in achieving excellent results.
Responsibilities
- Manage a team of Senior Managers of Truckload Account Development.
- Provide training and professional development for the Senior Managers of Truckload Account Development, allocate workload distribution, and ensure adherence to performance metrics.
- Establish account strategies, including but not limited to creating, deploying and adjusting customer-specific SOPs, establishing and modifying tender acceptance rules, instituting and coaching to account specific margin and volume goals, and making critical account decisions to better the customer experience and overall profitability and success of the business.
- Guide and communicate the account strategy for each customer to the Senior Managers of Truckload Account Development, and coach individuals to effectively execute on the strategy.
- Develop leadership plans for all management levels.
- Develop relationships with higher level customer contacts.
- Ensure the team is aligned with account performance in accordance with the department's Profit and Loss (P&L) objectives, including but not limited to margin percentages, strategic volume growth, weighted loads per person, and tender acceptance strategies.
- Participate in technology enhancement initiatives.
- Consistently evaluate the workforce plan for the Truckload Account Development department.
- Utilize reporting tools and consistently review the key metrics, including performance metrics, that drive the business.
- Ensure the Truckload Account Development department strategy is aligned with the business objectives.
- Collaborate with internal stakeholders including, but not limited to, Carrier Sales, Yield, Truckload Strategy, Business Development, Accounting, Compensation, and various departments across the ArcBest organization to optimize the success of the Truckload Account Development department.
- Attend company required leadership meetings.
- Travel to new and existing customers to meet with key stakeholders.
- Other duties and projects, as assigned
Requirements
Work Experience:
- 5 years experience in third-party logistics, preferred
- 5 years experience in a leadership position in Account Management, Customer Operations, Carrier Sales, Customer Sales, or a related field, preferred
Computer Skills
- Advanced experience with transportation management software, shipper platforms, and pricing tools
- Proficient in Microsoft Office Suite
Additional Requirements
- Ability to align business initiatives with customer account strategy to achieve goals
- Ability to prioritize workload and manage multiple customer accounts
- Analytical mindset with the ability to interpret data and make informed decisions
- Deep understanding of the freight market
- Effective communication skills, both written and verbal
- Effective sales and negotiation skills
- Exceptional organizational skills
- Proven ability to develop truckload strategy and drive customer account growth
- Proven experience spot quoting and successfully utilizing pricing tools
- Strong problem-solving skills and critical thinking ability
- Sound decision-making abilities
- Diligent at driving operational efficiencies
- Proven ability to effectively manage and develop leaders and individual contributors
Other Details
Compensation:
- Ray Range: $104,000-$130,000 salary (Amount listed is the base range for Chicago, IL and may differ by location)
- This is a salary position paid biweekly.
- Variable compensation is included
Location: In-Office Chicago, Ft. Smith, Fayetteville, Nashville
About Us
MoLo®, a service of ArcBest®, provides best-in-class truckload brokerage services across North America, connecting shippers and carriers to deliver products when and where they're needed. Backed by ArcBest's reliable asset-based system, we offer the capacity to scale and keep supply chains moving and businesses growing. We're Driven for Better, prioritizing transparency and trusted relationships with our customers, carriers and our people."
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