Account Manager

Southeastern Freight Lines • Richmond, VA

90d

About The Position

As an Account Manager, you will be responsible for presenting the Company in the best, most comprehensive light to both prospective and current clients. You will secure market share and create profitable margins. To excel in this role, you must possess advanced selling techniques and strong communication skills. Execute a 60-day plan of calls on customers in a territory. Review origin/destination manifest and quote opportunities report for new leads (goal of 6 prospecting calls per week, both face-to-face and over the phone). Review customer profile for each planned call and execute a strategy for increasing market share (at a profitable level) with customers. Utilize marketing visuals when appropriate. Plan for a goal of three lunch meetings a week and set appointments for upcoming week of calls by phone or email. Schedule a minimum of 40 weekly contacts and 15-20 face-to-face calls. Utilize Sales Mobile App to record daily calls. Maintain integrity in all measures to include sales call notes and sales expenses. Complete all pricing requests generated from daily work. Negotiate pricing and conditions. Take the necessary next steps for customer follow-up and personally evaluate what could have been better executed. Work with Operations with Continuous Measurable Improvement (CMI) at the intersection of all customer and operational processes for the good of both parties. Work with drivers to ensure the highest level of involvement in sales and marketing programs. Review results to determine where future 60-day plan adjustments might be needed. Utilize business intelligence sales dashboards within Tableau to make data driven decisions. Identify non-asset based transportation solutions for customers that are a fit for eShipping Exchange. Develop business partnerships with customers that are aligned with the culture of the Company.

Requirements

• Minimum of 1 year of experience in sales or management.
• Bachelor's Degree or equivalent experience.
• Valid Driver's License.

Nice To Haves

• 3 years of experience in sales or management.

Responsibilities

• Present the Company to prospective and current clients.
• Secure market share and create profitable margins.
• Execute a 60-day plan of calls on customers in a territory.
• Review origin/destination manifest and quote opportunities report for new leads.
• Conduct a goal of 6 prospecting calls per week, both face-to-face and over the phone.
• Review customer profile for each planned call and execute a strategy for increasing market share.
• Utilize marketing visuals when appropriate.
• Plan for a goal of three lunch meetings a week.
• Set appointments for upcoming week of calls by phone or email.
• Schedule a minimum of 40 weekly contacts and 15-20 face-to-face calls.
• Utilize Sales Mobile App to record daily calls.
• Maintain integrity in all measures to include sales call notes and sales expenses.
• Complete all pricing requests generated from daily work.
• Negotiate pricing and conditions.
• Follow up with customers and evaluate performance.
• Work with Operations on Continuous Measurable Improvement (CMI).
• Collaborate with drivers for involvement in sales and marketing programs.
• Review results for future 60-day plan adjustments.
• Utilize business intelligence sales dashboards within Tableau.
• Identify non-asset based transportation solutions for customers.
• Develop business partnerships aligned with the Company culture.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees