Corporate Account Executive III

Estes Express Lines•Pine Brook, NJ

21d

About The Position

Job Summary: Develop and maintain profitable revenue with major, Fortune 500 companies that closely match the operational and financial needs of Estes Express Lines Represent Estes in a manner reflecting our Tier One position in the LTL Industry Facilitate the growth and improvement via communications with Field Sales, Operations and that of our Corporate associates Bring new business opportunities for review by Pricing and Senior Management. Work closely with the Pricing Department to ensure that they have complete and accurate information to enable them to make the best pricing decisions to bring on the business and manage our margins. Coordinate RFP’s from both customers and 3PL’s with Pricing and Field Sales Work closely with Credit/Collections and Audit to continually reduce our outstanding payables Negotiate contract verbiage, operational issues, pricing issues, claims concessions, reweigh disputes, etc. Establish new accounts in AS400 with correct billing information. Continually update all account information as changes occur Coordinate seamless startup of new business with all aspect of the process, i.e., Local and Corporate Operations, Linehaul, Accounts Receivables, Claims and Pricing Respond timely and professionally to field sales and operations’ communication needs Assist as mentor/role model as needed to other CAE’s, Corporate Executives, and District Sales Managers Work toward the goal of growing sales within an account base Position Estes’ broad range of solutions to meet the customers’ needs Monitor customer preferences and changes in business models to determine focus of sales efforts Responsible for all activities related to identifying and acquiring Estes’ opportunities. Identify opportunities and update account strategies as needed Use technology to differentiate Estes from the competition Outline appropriate sales process for each customer and manage the process Service and maintain the ongoing needs of large existing and new strategic customers to ensure customer satisfaction is maintained and improved. Communicate with key decision makers in the customer’s organization Travel required, approximately 75% Regular attendance is required. This is not an all-inclusive list of job requirements and/or duties and may not contain all mental and physical capabilities necessary to perform the job at all times due to circumstances. Operational, safety and other needs may require the employee to perform any and all other duties as assigned. Employees are expected, and must be able to perform all such duties and tasks.

Requirements

Bachelor Degree or any combination of education and experience which would provide an equivalent background
Minimum of one to three years of experience in the LTL industry required
Minimum of two years of experience in management, preferably Sales Management
Previous sales and sales management experience
Proven leadership and interpersonal relationship skills
Strong people management skills
Strong strategic planner
Must possess excellent verbal, written and presentation communication skills
Ability to identify and resolve problems through research and problem solving skills
Keen analytical ability
Must be able to lift approximately 20 lbs., or more if required by the essential functions of the job
Must be able to comply with all company policies, rules, procedures and Code of Conduct
Must be able to interact well with others
Must be able to work independently, or in a team setting
Must be capable of working under tight time constraints in a high volume environment with multiple priorities
Responds well to questions; Ability to read, interpret and comply with written information and documents such as safety rules, operations / procedure manuals and maintenance instructions with a high comprehension and concentration level to include the ability to meet deadlines
Must pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check
Must be authorized to work in the United States

Nice To Haves

Master’s Degree a plus

Responsibilities

Develop and maintain profitable revenue with major, Fortune 500 companies that closely match the operational and financial needs of Estes Express Lines
Represent Estes in a manner reflecting our Tier One position in the LTL Industry
Facilitate the growth and improvement via communications with Field Sales, Operations and that of our Corporate associates
Bring new business opportunities for review by Pricing and Senior Management.
Work closely with the Pricing Department to ensure that they have complete and accurate information to enable them to make the best pricing decisions to bring on the business and manage our margins.
Coordinate RFP’s from both customers and 3PL’s with Pricing and Field Sales
Work closely with Credit/Collections and Audit to continually reduce our outstanding payables
Negotiate contract verbiage, operational issues, pricing issues, claims concessions, reweigh disputes, etc.
Establish new accounts in AS400 with correct billing information.
Continually update all account information as changes occur
Coordinate seamless startup of new business with all aspect of the process, i.e., Local and Corporate Operations, Linehaul, Accounts Receivables, Claims and Pricing
Respond timely and professionally to field sales and operations’ communication needs
Assist as mentor/role model as needed to other CAE’s, Corporate Executives, and District Sales Managers
Work toward the goal of growing sales within an account base
Position Estes’ broad range of solutions to meet the customers’ needs
Monitor customer preferences and changes in business models to determine focus of sales efforts
Responsible for all activities related to identifying and acquiring Estes’ opportunities.
Identify opportunities and update account strategies as needed
Use technology to differentiate Estes from the competition
Outline appropriate sales process for each customer and manage the process
Service and maintain the ongoing needs of large existing and new strategic customers to ensure customer satisfaction is maintained and improved.
Communicate with key decision makers in the customer’s organization
Travel required, approximately 75%
Regular attendance is required.
Employees are expected, and must be able to perform all such duties and tasks.