Account Executive I

ArcBest; Stratford (CT); On-site; USD 70,000 - 110,000; Full time

Job summary

ArcBest in Stratford, CT is seeking an Account Executive to identify, pursue, and secure new middle market customers, driving profitable growth through tailored ArcBest solutions. You will own the full sales cycle, lead RFPs, deliver compelling presentations, and build a sustainable pipeline by collaborating with Pricing, Operations, and the broader sales team.

Bachelor's degree preferred; transportation sales experience and a valid driver's license are a plus.

Qualifications

• Bachelor's degree preferred.
• Transportation industry sales experience preferred.
• Current and valid driver's license.
• Proficient in Microsoft Office Suite.

Responsibilities

• Identify and pursue new middle market customer opportunities within assigned accounts.
• Lead the full sales cycle from discovery through contract execution.
• Lead RFP responses and coordinate cross-functional input.
• Make sales calls and presentations to prospective customers in the middle market.
• Develop tailored solutions addressing customer challenges and ArcBest capabilities.
• Maintain accurate pipeline, territory, and customer data in company systems.
• Collaborate with Pricing, Commercial Operations, ABF Operations, and Truckload Operations to design solutions.
• Negotiate service requirements and pricing to secure profitable business.

Skills

Account management

Business development

Negotiation

Presentations

Education

Bachelor's degree preferred

Tools

Microsoft Office

CRM software

Job description

(Amount listed is the base range and may differ by location.)

Job Description

The Account Executive is responsible for identifying, pursuing, and securing new middle market customers to drive profitable growth. This role focuses exclusively on new business acquisition, developing and executing strategies that align ArcBest solutions to customer needs and convert opportunities into long-term partnerships.

Responsibilities

• Identify and pursue new middle market customer opportunities within assigned accounts using prospecting, networking, referrals, and digital channels.
• Develop and execute acquisition strategies based on a comprehensive understanding of customer business models and market conditions.
• Lead the full sales cycle, including discovery, solution development, pricing strategy, negotiation, and contract execution.
• Lead RFP responses for new business opportunities, coordinating cross-functional input to deliver competitive, profitable solutions.
• Make sales calls and presentations to prospective customers of all sizes within the middle market segment.
• Develop tailored solutions that address customer-specific challenges and align with ArcBest capabilities.
• Aggressively pursue new customers to build a sustainable pipeline and win new business.
• Utilize internal and external data to analyze market trends, competitive landscape, and customer opportunities.
• Establish relationships with key decision-makers within prospective accounts.
• Collaborate with customers, Pricing, Commercial Operations, ABF Operations, and Truckload Operations to design and position solutions.
• Negotiate service requirements and pricing to secure profitable business.
• Maintain accurate pipeline, territory, and customer information in company systems.
• Conduct customer meetings (virtual and in-person) to advance sales opportunities.
• Maintain expertise in ArcBest service offerings and solutions.
• Complete required sales activity reporting, call reports, and expense documentation per company guidelines.
• Exhibit a high level of professionalism, customer focus, and urgency in a competitive sales environment.
• Work in a team setting to support broader sales objectives.
• Other duties and projects, as assigned.

Requirements

Education:

• Bachelor's Degree, preferred
• Relevant experience will be considered.

Experience:

• Transportation industry and related sales experience, preferred

Computer Skills:

• Proficient in Microsoft Office Suite.

Certifications:

• Current and legal driver's license to operate motor vehicle.

Additional Requirements:

• Knowledge of business solutions, competitors, and decision makers, preferred
• Knowledge of ArcBest company policies, services, computer systems and services capabilities, preferred

Competencies:

• Account Management
• ArcBest Systems & Solutions
• Client Relationship Management
• Embracing Challenge
• Managing Multiple Priorities
• Negotiating
• Sales Proposals and PresentationsSelling

Other Details

Work Hours:

• Generally, 8:00 am - 5:00 pm with occasional irregular hours depending on workload and customer events.

Travel Requirements:

• Occasional (25%-50%)

Compensation:

• This is a salary position paid biweekly.
• Variable compensation is included.

About Us

ArcBest is a multibillion-dollar integrated logistics company that's helped businesses build better supply chains for over a century. With 14,000+ employees across approximately 240 campuses and service centers, we connect owned assets, a broad brokerage network and innovative technology to deliver end-to-end supply chain solutions for customers around the world. More Benefits information can be here: ArcBest Wellness Initiatives and Programs | ArcBest