Premium Services Enterprise Account Executive - Dedicated Mexico

XPO Inc.•Laredo, TX

54d•$103,853 - $142,180

About The Position

What you'll do on a typical day: Grow our LTL freight revenue in our cross-border business, with a specific focus on Mexico shippers Develop and manage strategies to attract new customers and grow wallet share with our existing customers Responsible for securing approved and/or preferred status with customers who ship LTL to and from Mexico Lead effective negotiations by identifying the options, interests, criteria, and alternatives of each party Manage a pipeline of opportunities using our CRM while maintaining complete and accurate records of the customer information and sales activity Work with all sales channels to identify customer pain points and develop customer-specific solutions using our premium services portfolio. Develop and maintain deep and wide relationships with customers and prospects across multiple functions through regular email, phone, face-to-face contact, and regular business reviews. Employees are paid within a salary range based on their experience, skill set, and market. Colorado annual salary range: $103,853 to $123,325 New York annual salary range: $108,798 to $129,198 California annual salary range: $113,744 to $135,071 Washington State annual salary range: $108,798 to $129,198 Maryland annual salary range: $108,798 to $129,198 Minnesota annual salary range: $98,908 to $117,453 Illinois annual salary range: $103,853 to $123,325 New Jersey annual salary range: $113,744 to $142,180 Vermont annual salary range: $98,908 to $117,453 Massachusetts annual salary range: $108,798 to $129,198 Actual compensation may vary due to factors such as experience and skill set (e.g., if an applicant far exceeds the minimum and preferred qualifications for the role). About XPO XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you're looking for a growth opportunity, join us at XPO. We are proud to be an Equal Opportunity employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status. All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification. Review XPO's candidate privacy statement here. Nearest Major Market: San Antonio Nearest Secondary Market: San Antonio Job Segment: Account Executive, Project Manager, CRM, Bilingual, Sales, Technology

Requirements

Bachelor's degree, 4 years of related work experience or equivalent military experience
4 years of combined experience in sales, national sales, Third-Party Logistics (3PL), LTL, project management and/or logistics
Understanding of SPIN selling or other needs-based selling models
In-depth understanding of cross-border Mexico shipping
Experience in contract negotiation
Experience with Salesforce.com or other CRM tools
A valid driver's license
Fluent in Spanish

Nice To Haves

Availability to travel up to 80% of the time
6 years of combined experience in sales, national sales, 3PL, LTL, project management and/or logistics
Previous experience selling to Mexico
Ability to understand competitor strategies, products and pricing patterns
Excellent verbal and written communication skills
Ability to listen actively and to respond to questions with complete and accurate answers

Responsibilities

Grow our LTL freight revenue in our cross-border business, with a specific focus on Mexico shippers
Develop and manage strategies to attract new customers and grow wallet share with our existing customers
Responsible for securing approved and/or preferred status with customers who ship LTL to and from Mexico
Lead effective negotiations by identifying the options, interests, criteria, and alternatives of each party
Manage a pipeline of opportunities using our CRM while maintaining complete and accurate records of the customer information and sales activity
Work with all sales channels to identify customer pain points and develop customer-specific solutions using our premium services portfolio.
Develop and maintain deep and wide relationships with customers and prospects across multiple functions through regular email, phone, face-to-face contact, and regular business reviews.