Account Manager I - ArcBest

ArcBest; Sarasota (FL); On-site; USD 65,000 - 90,000; Full time

Job summary

ArcBest is seeking an Account Manager to grow and maintain profitable business by selling ArcBest solutions and services to current and prospective customers. You will develop sales strategies and build lasting relationships across client organizations.

Responsibilities include making sales calls, delivering presentations, negotiating service parameters, and collaborating with internal teams to tailor solutions that meet client needs while capturing new revenue opportunities.

Qualifications

• Bachelor's degree preferred; relevant experience considered.
• Transportation industry sales experience preferred.
• Proficient in Microsoft Office; CRM literacy a plus.

Responsibilities

• Develop sales strategies and understand customers' business models.
• Identify challenges and implement solutions to create opportunities.
• Make sales calls and presentations to customers of all sizes.
• Negotiate service requirements and prices; establish service packages.
• Maintain and grow ArcBest service offerings and relationships.
• Collaborate with customers and ArcBest departments to deliver solutions.

Skills

Account Management

Sales & Presentations

Client Relationship Management

Negotiation

Prospecting & Networking

Strategic Selling

Education

Bachelor's Degree, preferred

Tools

Microsoft Office Suite

Job description

Job Description

Account Managers grow and maintain profitable ArcBest business by selling and marketing ArcBest solutions and services to current and prospective customers.

Responsibilities

• Develop sales strategies and a comprehensive understanding of customers' business models
• Identify customer challenges; develop and implement solutions to create opportunities
• Make sales calls and presentations to customers of all sizes
• Manage business relationships and entertain customers
• Monitor the Company's industry competitors, new products, and market conditions to understand a customer's specific needs
• Conduct calls and face-to-face meetings with customers
• Aggressively pursue customers using networking, social media, customer referrals, etc.
• Obtain and develop new accounts utilizing Company techniques and methods
• Maintain and grow expertise of ArcBest service offerings
• Collaborate with customers, front-line management, and various ArcBest departments
• Negotiate service requirements and prices; establish service packages
• Create service solutions for customers' unique business problems, and initiate pricing
• Assist in collection process and cargo claim prevention, as needed
• Maintain accurate territory account information in ArcBest database
• Complete monthly sales audit reports and expense reports, as company guidelines require
• Complete itinerary and call report as required by Company guidelines and IRS regulations
• Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share
• Exhibit excellent customer service
• Maintain a positive, customer-focused attitude in a highly intense environment
• Interact with all employees and customers in a professional and courteous manner
• Work in a team setting to accomplish goals
• 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 Presentations
• Selling

Other Details

Work Hours:

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

Travel Requirements:

• Minimal (0%-25%)

Compensation:

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

About Us

ArcBest® is a multibillion-dollar integrated logistics company that helps keep the global supply chain moving. We offer ground, air, and ocean transportation through various capacity providers, including our LTL carrier ABF Freight®, our truckload service MoLo®, and our expedite fleet, Panther Premium Logistics®. Through our managed solutions, we partner with customers to create logistics strategies that increase operational efficiencies, reduce costs and give better insights into their supply chains. We also offer moving services through U-Pack®. Our technology and innovations team, ArcBest Technologies, provides custom-built solutions, leading-edge technology, and advanced analytics that help support our customers and optimize supply chains. Want to join the ArcBest team? We're looking for top talent who supports our values-driven culture and is driven to deliver an excellent customer experience.