Job Description
The Senior International Strategy Representative is responsible for demonstrating a proven track record of success and aggressively securing new international business to maximize and expand the services utilized by existing ArcBest accounts at a profitable level with a strategic approach. This position requires a high degree of responsibility and exposure to numerous aspects of the transportation industry, including pricing, sales, systems and tools, marketing, customer needs, and all modes of freight movement.
The Senior International Strategy Representative is responsible for demonstrating a proven track record of success and aggressively securing new international business to maximize and expand the services utilized by existing ArcBest accounts at a profitable level with a strategic approach. This position requires a high degree of responsibility and exposure to numerous aspects of the transportation industry, including pricing, sales, systems and tools, marketing, customer needs, and all modes of freight movement.
Responsibilities
- Complete itinerary and call report as required by Company guidelines and IRS regulations.
- Work in a team setting to accomplish goals.
- Utilize internal and external computer applications to analyze market and competitor data in order to identify capacity and develop pricing solutions in collaboration with the pricing analyst.
- Create service solutions for customers' unique business problems.
- Develop a long-term strategy to ensure success and growth.
- Identify customer challenges; develop and implement solutions to create opportunities within the international sector.
- Obtain and develop new accounts utilizing Company techniques and methods (team selling with ArcBest account owners).
- Complete monthly sales audit reports and expense reports, as Company guidelines require.
- Interact with all employees and customers in a professional and courteous manner.
- Manage business relationships alongside ArcBest sellers and entertain customers.
- Negotiate service requirements and prices; establish service packages with pricing analysts.
- Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share.
- Develop sales strategies and a comprehensive understanding of customers' international supply chain business models.
- Aggressively pursue customers using networking, social media, customer referrals, etc.
- Monitor international market trends and develop knowledge of international solutions based on current state of affairs.
- Maintain a positive, customer-focused attitude in a highly intense environment.
- Develop and grow strategic relationships within the industry and ArcBest sellers.
- Collaborate with customers, front-line management, and various ArcBest departments.
- Facilitate the development of pricing for proposals and bids.
- Other duties and projects, as assigned.
- Conduct calls and face-to-face meetings with customers.
- Maintain accurate territory account information in ArcBest database.
- Exhibit excellent customer service.
- Make and coordinate sales calls with account owners and presentations to customers of all sizes.
- Maintain and grow expertise of ArcBest service offerings.
Requirements
Education:
- Bachelor's Degree, preferred
- Experience will be considered in lieu of formal education.
- 3 years International operations experience.
- 5 years Transportation industry and related sales experience.
- Proficient in Microsoft Office Suite, preferred
- Extensive knowledge of international business solutions, competitors, and decision makers, preferred
- Knowledge of ArcBest company policies, services, computer systems, and service capabilities, preferred
- Familiar with domestic and international ocean and air freight service, preferred
- Business Acumen
- Cross-Selling
- Customer Service Management
- Interpersonal Relationships
- Negotiating
- Perseverance and Follow-Through
- Relationship Management
- Value Selling
Other Details
Work Hours:
- 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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