Senior Account Executive, North Central Regional Sales

Purolator • Cudahy, WI

1d • $86,000 - $100,000

About The Position

Purolator International is seeking a growth-oriented Senior Account Executive to retain, expand, and deepen relationships across an assigned portfolio of customers in Minnesota, Wisconsin, Iowa, North Dakota, South Dakota, Nebraska, and Missouri. The position is accountable for protecting recurring revenue, increasing share of wallet and customer penetration, and identifying cross-sell and upsell opportunities using the company’s services to, from, and within Canada.

The primary focus is existing-account retention and growth, alongside developing new business opportunities. The Senior Account Executive serves as the primary commercial point of contact for an assigned client portfolio, maintains regular customer relationships, coordinates resolution of customer needs, leads account planning and business reviews, and develops expansion opportunities.

The role includes regular customer and market engagement, collaboration with internal commercial, district, network operations, and IT functions, and travel as needed. Training and onboarding cover the company’s vision, values, products and services, sales methodology, operations, and internal systems.

Requirements

• Selling expertise related to international parcel, expedited freight forwarding, express, or cross-border LTL/TL is required.
• Proven track record executing sales processes and generating new business within formal purchasing, negotiation, and contracting structures.
• Ability to think broadly and consultatively about supply chain solutions.
• Passion for sales and drive to succeed.
• Ability to build strong customer relationships.
• Strong account-management skills and proven success retaining customers, expanding revenue, and closing new business and opportunities.
• Attention to detail and strong analytical ability.
• Experience using a CRM system.
• Knowledge of the sales process.
• Ability to sell unique concepts to all levels.
• Consistent above-average performance in the current position in the last two performance reviews.
• Legally eligible to work in the United States.
• Ability to travel as needed, including driving to work and customer locations, domestic travel, and possible international travel to Canada.

Nice To Haves

• Canada customs brokerage experience.
• Experience with Salesforce.com.

Responsibilities

• Deliver retention and revenue-growth targets across the assigned account portfolio, including cross-sell, upsell, rate growth, new logos, and recovery of underperforming accounts.
• Create and maintain strategic account plans identifying customer priorities, relationship coverage, revenue risks, service gaps, and whitespace opportunities.
• Develop proficiency in Purolator’s sales process.
• Develop stakeholder maps and growth plans for priority customers.
• Generate qualified expansion opportunities through business reviews, referrals, portfolio adjacency, and target-customer prospect lists.
• Sell additional services to existing customers, broaden relationships across customer decision-makers, and increase share of wallet.
• Position Purolator service capabilities to customers, qualify and propose new services, and negotiate sustainable rate increases and contract renewals.
• Assess customer shipping needs, performance trends, and growth plans; recommend Purolator services and rates that improve retention and generate incremental revenue.
• Participate actively in product and skills training.
• Increase Purolator’s local-market presence through industry organization participation and special-event venues.
• Collaborate with Commercial, District and Network Operations, and IT.
• Apply knowledge of the organization’s products, services, and policies to close sales.
• Achieve weekly portfolio-management, customer-engagement, retention, pipeline, and revenue-growth metrics.
• Maintain thorough activity records and reports, including in CRM.
• Develop proficiency in Purolator sales tools, such as Salesforce, LinkedIn, and Hoovers, and internal systems, such as Concur and Runzheimer.
• Travel overnight as needed, including to the U.S. headquarters in New York and corporate headquarters in Canada.
• Carry out other appropriate duties as assigned by the manager.

Benefits

• Competitive base salary.
• Quarterly sales incentive bonus plan.
• Sales awards and recognitions.
• Medical and prescription drug coverage, with more than 80% of the premium paid by the employer.
• Employer-funded health savings account.
• Dental and vision plans.
• Employer-funded short- and long-term disability and life insurance.
• Accident, hospital, and critical illness plans.
• Retirement plan employer contribution: 50% match up to 8% of eligible salary.
• Paid time off, including 15 vacation days, 10 sick days, and 4 personal days.
• Paid holidays.
• Fully paid extended parental and maternity leave program.
• Fully subsidized pay for military and reserves leave.
• Tuition assistance.
• Wellness program.
• Identity theft protection discount program.
• Pet insurance discount program.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed