Account Executive, Field
About The Position
The Account Executive, Field is responsible for generating revenue, expanding market share, and strengthening customer relationships in a competitive logistics environment. The role combines new-business development with management and growth of existing accounts, requiring independent field work, disciplined prospecting, structured account management, and close coordination with Sales and Operations. The position develops and qualifies opportunities within defined territories, maintains a healthy sales pipeline, and guides prospects from initial contact through deal execution. It also serves as the primary commercial point of contact for customer accounts, identifying expansion opportunities, mitigating risks, and delivering responsive service. The Account Executive coordinates internally on service capabilities, pricing, account strategy, and customer issues, and prepares pricing requests and commercial documentation. The role includes weekly sales reporting, pipeline and account tracking, documentation, and support for collections. It is hybrid and field-based in Grand Rapids, Michigan, with daily outside travel to customer locations in any weather 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.
- Proven ability to generate new business and manage customer relationships independently.
- 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.
- Ability to handle sensitive and confidential business information responsibly.
Nice To Haves
- Knowledge of HazMat regulations and 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 through deal execution.
- Develop and maintain trusted customer relationships through consistent, professional engagement.
- Conduct account reviews to identify expansion opportunities and mitigate risk; serve as the primary commercial point of contact for customers.
- Partner with Operations and internal stakeholders to understand customer requirements, resolve service issues, and 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 pricing requests for internal approval.
- Interpret agreements, financial data, and service parameters to support sound decisions, and support collections efforts.
- Produce weekly sales reports and account profiles with insights and action plans; track account activity, pipeline progress, and performance metrics.
- Maintain accurate account records and documentation, handling sensitive commercial and customer data responsibly.
Benefits
- Full benefits package including medical, dental, vision, 401(k), and paid time off.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
