Senior Account Executive, Northwest Regional Sales

Purolator•Burien, WA

9d•$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 customer portfolio in Washington, Oregon, Idaho, Montana, and Wyoming. The role is accountable for protecting recurring revenue, increasing share of wallet, improving customer penetration, identifying cross-sell and upsell opportunities, and developing new business opportunities using the company’s services to, from, and within Canada. The Senior Account Executive serves as the primary commercial contact for an assigned portfolio. The role maintains regular customer engagement, coordinates resolution of customer needs, leads account planning and business reviews, and develops expansion opportunities. It also supports Purolator International’s local-market presence through industry organizations and events, collaborates with internal teams, and maintains thorough activity records and reports, including in CRM systems. Overnight and other domestic travel, and possible international travel to Canada, are required as needed. The base pay range is $86,000–$100,000, with pay varying by work location and potentially by job-related knowledge, skills, and experience. Purolator International describes its Total Rewards package as including salary, sales incentives and recognition, health and insurance coverage, retirement contributions, leave, tuition assistance, wellness resources, and discount programs. The company also describes social responsibility initiatives covering community support, worker education and empowerment, gender equality and inclusion, and reducing its footprint. New hires receive an introduction to Purolator International’s vision, core values, products, and services. Onboarding includes a visit to corporate headquarters, learning about the organization and sales methodology, branch visits to understand operations, and an introduction to company systems.

Requirements

Must have selling expertise related to international parcel, expedited freight forwarding, Express, or cross-border LTL/TL.
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.
Knowledge of the sales process and ability to sell unique concepts to all levels.
Consistent above-average performance in the current position in the last two performance reviews.
Must be 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 is preferred.

Responsibilities

Deliver retention and revenue-growth targets across the assigned portfolio, including cross-sell, upsell, rate growth, new logos, and recovery of underperforming accounts.
Create and maintain strategic account plans covering customer priorities, relationship coverage, revenue risks, service gaps, and whitespace opportunities.
Develop proficiency in the Purolator sales process.
Develop stakeholder maps and growth plans for priority customers.
Generate qualified expansion opportunities through business reviews, referrals, portfolio adjacency, and prospect target-customer lists.
Sell additional services to existing customers, broaden relationships across customer decision-makers, and increase share of wallet.
Position Purolator service capabilities, qualify and propose new services, and negotiate sustainable rate increases and contract renewals.
Assess customers’ shipping needs, performance trends, and growth plans; recommend services and rates that support retention and incremental revenue.
Participate actively in product and skills training.
Increase Purolator’s local-market presence through industry organizations and special-event venues.
Collaborate with Commercial, District and Network Operations, IT, and other internal functions.
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 records and reports on all phases of activity, including CRM records.
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 travel to the U.S. headquarters in New York and corporate headquarters in Canada.
Carry out other appropriate duties 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 with a 50% match up to 8% of eligible salary.
Paid time off, including 15 vacation days, 10 sick days, and 4 personal days.
Paid holidays.
100% paid extended parental/maternity leave program.
100% subsidized pay military/reserves leave program.
Tuition assistance.
Wellness program.
Identity theft protection discount program.
Pet insurance discount program.