Local Account Executive

JOB TITLE: Local Account Executive - Sales

REPORTS TO: Director - Sales

OVERVIEW OF ROLE: Responsible for top line revenue growth within a defined geographic area using both LTL asset and light asset opportunities. Keeping in mind the customer is always first, with focus on Ward Corporate Cultural Beliefs. Aggressively prospect and cultivate opportunities within the defined area of responsibility while working closely with operation and corporate counterparts to maximize efficiencies.

DUTIES AND RESPONSIBILITIES:

1. Service the customer.

• Through personal contact, understand key decision makers and customer supply chain needs. Consistent collaboration with assigned geography and a key focus in communication with all operations to ensure customer needs and expectations are met.
• Regular communication with operations team around customer experience, expectations and a winning strategy.

• Communicate customer requirements and freight characteristics concisely to all departments and other service centers.
• Have a complete understanding of the competitive arena within each customer as well as negotiate market pricing that will drive profitable growth within each account.

• Support and work closely with partner selling channels and operations teams within the assigned region.

2. Maintain territory management success:

• Meet revenue expectations, monthly growth expectations.
• Drive profit improvement with strength in negotiation with fair compensation in mind.
• Attain revenue in targeted zones/products as outlined through the local Service Center Business Development System. This includes attainment of individual Outbound, Inbound, Ward Nation and Vertical Solution Segmented growth (Dedicated, Brokerage, Expedited, Warehousing, Transportation Management Software & Ward Logistics) within and outside the specific Regional Service Center.
• Closely manage and maintain timely contractual renegotiations in a timely fashion, as required.

3. Effectively plan and report sales activity:

• Actively work within Ward’s CRM tool to include territory planning, documentation of interaction and pipeline management.
• Effectively utilize time by planning and scheduling appointments with customers and by completing tasks to meet set deadlines.
• Actively participate in regular Service Center Business Development meeting and follow up accordingly on assigned action steps.

• Keep accurate, organized client files.
• Ability to review excel formatted reports to identify weekly/monthly account trends.

• Meet minimum standards with respect to sales calls, lunches and evening/weekend entertainment.

• Report new, lost and at-risk business on a weekly or as needed basis.

4. Supplement selling practices using tools within the Ward Way Selling System to grow

Profitable business segments:

• Actively support current marketing campaigns.

• Collaborate and support Corporate Account Executives with defined Corporate Account locations within a specific geography.

• Develop/foster Driver Soft Selling program by encouraging driver sales leads, driver meeting collaboration and riding with drivers in targeted areas.

5. Miscellaneous

• Possess knowledge of competitors’ offerings to effectively sell Ward’s strengths.

• Pursue personal development opportunities and encourage others along the same path.

• Possess knowledge and uncover opportunities to sell Ward’s integrated services.

REQUIREMENTS:

• Must possess a valid driver’s license and have a motor vehicle background report within company guidelines to operate a company car.
• Previous sales experience with a proven success record of achieving goals.
• Transportation experience is preferred.
• Must possess good verbal and written communication skills with the ability to foster two-way internal and external communication.
• Must demonstrate successful leadership abilities and desire to work as part of the service center team.
• Good organizational skills and knowledge of on-line computer and familiarity with PC system.
• Ability to work hours required and travel as required.
• Four (4) year college degree preferred but specific industry experience may be substituted.

This job description does not necessarily represent an exhaustive list of responsibilities, skills, duties, requirements, efforts, or working conditions associated with the job. While this is intended to be an accurate reflection of the job, management reserves the right to revise the job or to require that other or different tasks be performed as circumstances change.