Corporate Account Executive III

Estes Express Lines; Pittsburgh (Allegheny County); On-site; USD 90,000 - 130,000; Full time

Job summary

Estes Express Lines seeks a sales leader to develop and maintain profitable revenue with major customers, matching our operational and financial needs. You will represent Estes as a Tier One player in the LTL industry and work closely with Field Sales, Operations, and Corporate teams to grow and refine accounts.

You will identify new opportunities, coordinate RFPs with Pricing and Field Sales, and ensure accurate billing setup in AS400.

Qualifications

• Bachelor degree or any combination of education and experience providing equivalent background.
• Master’s Degree a plus
• Minimum of one to three years of experience in the LTL industry
• Minimum of two years of experience in management, preferably Sales Management
• Proven leadership and interpersonal relationship skills
• Strong people management skills
• Strong strategic planner
• Excellent verbal, written and presentation communication skills
• Ability to identify and resolve problems through research and problem solving
• Keen analytical ability
• Must be authorized to work in the United States

Responsibilities

• Develop and maintain profitable revenue with major Fortune 500 companies that closely match Estes operational and financial needs
• Represent Estes in a manner reflecting our Tier One position in the LTL Industry
• Coordinate with Field Sales, Operations and Corporate associates to drive growth and improvements
• Bring new business opportunities for review by Pricing and Senior Management; review RFPs with Pricing and Field Sales
• Negotiate contract terms, pricing issues, claims concessions, and reweigh disputes as needed
• Establish new accounts in AS400 with correct billing information and keep data updated
• Coordinate startup of new business with Local and Corporate Operations, Linehaul, A/R, Claims and Pricing
• Travel approximately 75% and maintain regular attendance

Job description

Job Summary

• Develop and maintain profitable revenue with major, Fortune 500 companies that closely match the operational and financial needs of Estes Express Lines
• Represent Estes in a manner reflecting our Tier One position in the LTL Industry
• Facilitate the growth and improvement via communications with Field Sales, Operations and that of our Corporate associates
• Bring new business opportunities for review by Pricing and Senior Management. Work closely with the Pricing Department to ensure that they have complete and accurate information to enable them to make the best pricing decisions to bring on the business and manage our margins. Coordinate RFP’s from both customers and 3PL’s with Pricing and Field Sales
• Work closely with Credit/Collections and Audit to continually reduce our outstanding payables
• Negotiate contract verbiage, operational issues, pricing issues, claims concessions, reweigh disputes, etc.
• Establish new accounts in AS400 with correct billing information. Continually update all account information as changes occur
• Coordinate seamless startup of new business with all aspect of the process, i.e., Local and Corporate Operations, Linehaul, Accounts Receivables, Claims and Pricing
• Respond timely and professionally to field sales and operations’ communication needs Assist as mentor/role model as needed to other CAE’s, Corporate Executives, and District Sales Managers
• Work toward the goal of growing sales within an account base
• Position Estes’ broad range of solutions to meet the customers’ needs
• Monitor customer preferences and changes in business models to determine focus of sales efforts
• Responsible for all activities related to identifying and acquiring Estes’ opportunities. Identify opportunities and update account strategies as needed
• Use technology to differentiate Estes from the competition
• Outline appropriate sales process for each customer and manage the process
• Service and maintain the ongoing needs of large existing and new strategic customers to ensure customer satisfaction is maintained and improved. Communicate with key decision makers in the customer’s organization
• Travel required, approximately 75%
• Regular attendance is required.
• This is not an all-inclusive list of job requirements and/or duties and may not contain all mental and physical capabilities necessary to perform the job at all times due to circumstances. Operational, safety and other needs may require the employee to perform any and all other duties as assigned. Employees are expected, and must be able to perform all such duties and tasks.

Qualifications

• Bachelor Degree or any combination of education and experience which would provide an equivalent background; Master’s Degree a plus
• Minimum of one to three years of experience in the LTL industry required
• Minimum of two years of experience in management, preferably Sales Management
• Previous sales and sales management experience
• Proven leadership and interpersonal relationship skills
• Strong people management skills
• Strong strategic planner
• Must possess excellent verbal, written and presentation communication skills
• Ability to identify and resolve problems through research and problem solving skills
• Keen analytical ability
• Must be able to lift approximately 20 lbs., or more if required by the essential functions of the job
• Must be able to comply with all company policies, rules, procedures and Code of Conduct
• Must be able to interact well with others
• Must be able to work independently, or in a team setting
• Must be capable of working under tight time constraints in a high volume environment with multiple priorities
• Responds well to questions; Ability to read, interpret and comply with written information and documents such as safety rules, operations / procedure manuals and maintenance instructions with a high comprehension level to include the ability to meet deadlines
• Must pass a pre-employment drug screen, random drug and/or alcohol tests, and will be subject to a criminal history background check
• Must be authorized to work in the United States

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to talk or hear. Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perception and ability to adjust focus. The employee is frequently required to sit and use hands to finger, handle, or feel or operate computers and other standard office equipment. The employee is occasionally required to stand, walk, lift, twist, turn and reach with hands and arms. The employee must be capable of lifting a minimum of 20 lbs., or more if required by the essential functions of the job.

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment ranges from quiet to loud as required by the essential functions of the job.