Account Executive, Field
About The Position
The Account Executive, Field is responsible for generating new revenue, expanding market share, and strengthening customer relationships in a competitive logistics environment. The role combines independent field-based prospecting with structured account management and close coordination with Sales, Operations, terminals, and corporate stakeholders. Success requires creating new opportunities while retaining and growing existing accounts, understanding customer needs, and developing commercially sound solutions. The position manages customer relationships and account strategy, coordinates service and pricing needs, prepares pricing requests for approval, supports collections, and maintains accurate pipeline, account, and performance records. It also produces weekly sales reports and account profiles. The role is hybrid and field-based, located in Grand Rapids, Michigan, with daily outside travel for sales calls and minimal overnight travel of up to 10%.
Requirements
- Bachelor’s degree or a minimum of 2+ years of sales experience, or an equivalent combination.
- Demonstrated ability to generate new business and independently manage customer relationships.
- Strong written and verbal communication skills, including the ability to present to customers and leadership.
- Experience interpreting pricing agreements, financial reports, and contractual documents.
- Strong business acumen and numerical proficiency, including discounts, commissions, and percentages.
- Strong time-management and organizational skills, with the ability to manage multiple priorities.
- Proficiency in Microsoft Outlook, Word, and Excel.
- Valid driver’s license and ability to travel for field-based sales activity.
- Demonstrated ability to handle sensitive and confidential business information responsibly.
- Ability to travel outdoors in all weather and perform the described field and office activities.
Nice To Haves
- Knowledge of HazMat regulations.
- Experience in logistics or transportation environments.
Responsibilities
- Build and execute a disciplined prospecting strategy using cold outreach, appointments, and field engagement.
- Identify, qualify, and convert new business opportunities within defined territories.
- Maintain a sales pipeline with clear progression toward close and represent the company throughout customer interactions and deal execution.
- Develop and maintain trusted customer relationships through consistent, professional engagement.
- Conduct regular account reviews to identify expansion opportunities and mitigate risk.
- Serve as the primary commercial point of contact for customers, ensuring responsiveness and follow-through.
- Partner with Operations to understand customer requirements and resolve service-related issues.
- Communicate with internal teams, terminals, and corporate stakeholders to support seamless execution.
- Translate customer feedback into actionable service-delivery insights and coordinate internally on pricing, service capabilities, and account strategy.
- Develop account pricing aligned with customer needs and company strategy.
- Prepare accurate, clear pricing requests for internal approval.
- Interpret agreements, financial data, and service parameters to support sound decisions.
- Support collections efforts to promote revenue realization and account health.
- Produce weekly sales reports and account profiles with insights and action plans.
- Track account activity, pipeline progress, and performance metrics; maintain accurate documentation and account records.
- Handle sensitive commercial and customer data responsibly.
- Travel daily outdoors to make sales calls in all weather and travel to customer locations; occasional overnight travel of up to 10% is required.
Benefits
- Full benefits package including medical, dental, and vision insurance.
- 401(k).
- Paid time off.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
