Job Description
Account Managers grow and maintain profitable ArcBest business by selling and marketing ArcBest solutions and services to current and prospective customers.
Responsibilities
* Develop sales strategies and a comprehensive understanding of customers' business models
* Identify customer challenges; develop and implement solutions to create opportunities
* Make sales calls and presentations to customers of all sizes
* Manage business relationships and entertain customers
* Monitor the Company's industry competitors, new products, and market conditions to understand a customer's specific needs
* Conduct calls and face-to-face meetings with customers
* Aggressively pursue customers using networking, social media, customer referrals, etc.
* Obtain and develop new accounts utilizing Company techniques and methods
* Maintain and grow expertise of ArcBest service offerings
* Collaborate with customers, front-line management, and various ArcBest departments
* Negotiate service requirements and prices; establish service packages
* Create service solutions for customers' unique business problems, and initiate pricing
* Assist in collection process and cargo claim prevention, as needed
* Maintain accurate territory account information in ArcBest database
* Complete monthly sales audit reports and expense reports, as company guidelines require
* Complete itinerary and call report as required by Company guidelines and IRS regulations
* Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share
* Exhibit excellent customer service
* Maintain a positive, customer-focused attitude in a highly intense environment
* Interact with all employees and customers in a professional and courteous manner
* Work in a team setting to accomplish goals
* Other duties and projects, as assigned
Requirements
Education:
* Bachelor's Degree, preferred
* Relevant experience will be considered.
Experience:
* Transportation industry and related sales experience, preferred
Computer Skills:
* Proficient in Microsoft Office Suite.
Certifications:
* Current and legal driver's license to operate motor vehicle.
Additional Requirements:
* Knowledge of business solutions, competitors, and decision makers, preferred
* Knowledge of ArcBest company policies, services, computer systems and services capabilities, preferred
Competencies:
* Account Management
* ArcBest Systems & Solutions
* Client Relationship Management
* Embracing Challenge
* Managing Multiple Priorities
* Negotiating
* Sales Proposals and Presentations
* 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.
Travel Requirements:
* Minimal (0%-25%)
Compensation:
* This is a salary position paid biweekly.
* Variable compensation is included.
About Us
ArcBest is a multibillion-dollar integrated logistics company that's helped businesses build better supply chains for over a century. With 14,000+ employees across 230 campuses and service centers, we connect owned assets, a broad brokerage network and innovative technology to deliver end-to-end supply chain solutions for customers around the world.
Account Managers grow and maintain profitable ArcBest business by selling and marketing ArcBest solutions and services to current and prospective customers.
Responsibilities
* Develop sales strategies and a comprehensive understanding of customers' business models
* Identify customer challenges; develop and implement solutions to create opportunities
* Make sales calls and presentations to customers of all sizes
* Manage business relationships and entertain customers
* Monitor the Company's industry competitors, new products, and market conditions to understand a customer's specific needs
* Conduct calls and face-to-face meetings with customers
* Aggressively pursue customers using networking, social media, customer referrals, etc.
* Obtain and develop new accounts utilizing Company techniques and methods
* Maintain and grow expertise of ArcBest service offerings
* Collaborate with customers, front-line management, and various ArcBest departments
* Negotiate service requirements and prices; establish service packages
* Create service solutions for customers' unique business problems, and initiate pricing
* Assist in collection process and cargo claim prevention, as needed
* Maintain accurate territory account information in ArcBest database
* Complete monthly sales audit reports and expense reports, as company guidelines require
* Complete itinerary and call report as required by Company guidelines and IRS regulations
* Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share
* Exhibit excellent customer service
* Maintain a positive, customer-focused attitude in a highly intense environment
* Interact with all employees and customers in a professional and courteous manner
* Work in a team setting to accomplish goals
* Other duties and projects, as assigned
Requirements
Education:
* Bachelor's Degree, preferred
* Relevant experience will be considered.
Experience:
* Transportation industry and related sales experience, preferred
Computer Skills:
* Proficient in Microsoft Office Suite.
Certifications:
* Current and legal driver's license to operate motor vehicle.
Additional Requirements:
* Knowledge of business solutions, competitors, and decision makers, preferred
* Knowledge of ArcBest company policies, services, computer systems and services capabilities, preferred
Competencies:
* Account Management
* ArcBest Systems & Solutions
* Client Relationship Management
* Embracing Challenge
* Managing Multiple Priorities
* Negotiating
* Sales Proposals and Presentations
* 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.
Travel Requirements:
* Minimal (0%-25%)
Compensation:
* This is a salary position paid biweekly.
* Variable compensation is included.
About Us
ArcBest is a multibillion-dollar integrated logistics company that's helped businesses build better supply chains for over a century. With 14,000+ employees across 230 campuses and service centers, we connect owned assets, a broad brokerage network and innovative technology to deliver end-to-end supply chain solutions for customers around the world.
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