Enterprise Account Director

eShipping; Kansas City (MO); Sur place; USD 120 000 - 180 000; Plein temps

Résumé du poste

eShipping is seeking an Enterprise Account Director to build and sustain strategic relationships with large customers in a nationwide portfolio. You will lead a team of Account Coordinators/Managers, coordinate with internal support teams, and drive retention and expansion across the client base.

The role requires delivering customer strategy, renewing contracts, and accelerating AI adoption through company tools while achieving KPI targets and high customer satisfaction.

Qualifications

• Experience managing enterprise accounts and cross-functional teams.
• Strong ability to develop and execute customer strategies with measurable outcomes.
• Proven negotiation skills and contract renewal success.

Responsabilités

• Develop and maintain enterprise customer relationships across all levels.
• Lead and coach a team of Account Coordinators/Managers.
• Drive retention and account expansion via upsell and new modes.
• Utilize Power BI to identify opportunities and monitor KPIs.
• Collaborate with internal support teams to execute customer strategy.
• Prepare and deliver strategic presentations to executives and stakeholders.

Connaissances

Enterprise account management

Team leadership

Strategic planning

Negotiation

Customer relationship management

Data analysis

Outils

Power BI

Transportation Management System (TMS)

Description du poste

The Enterprise Account Director will be responsible for developing enterprise customer relationships while also managing a team of direct reports. This individual will work closely with internal eShipping support teams to develop and execute customer strategy. The Enterprise Account Director will be tasked with retention and expansion of a designated portfolio of business. This individual monitors individual and team KPIs; ensuring progress to overall Account Management goals.

Essential Duties and Responsibilities

Duties include but are not limited to the following:

• Encompass the Mission! Work effectively with the eShipping teams and individuals, consistent with our Mission, Five "E" Philosophy, and Core Values.
• Manage complex, functionally diverse, and nationally dispersed groups of customers
• Maintain strong relationships within the customer organizations at the decision-maker and end-user levels; present a consistent company image to those customers; build and maintain high levels of customer satisfaction
• Conduct a full transportation and/or technology analysis and determine the specific need(s) of potential Customers as well as set the strategy
• Manage the contract renewal process
• Accelerate adoption of AI through company authorized A.I. tools.
• Support day-to-day operations impacting their customers
• Conduct quarterly and annual account business reviews
• Develop and implement strategies for account upsell growth and new modes
• Develop and implement strategies to retain accounts and avoid attrition
• Promote account penetration by pursuing integrations with customer systems
• Manage the negotiation and closing process for each unique contract
• Prepare and deliver presentations to Customers, Senior/Executive Management, and other Stakeholders
• Lead and develop team of Account Coordinators/Account Managers
• Drive team performance and ensure Customer satisfaction targets and team KPIs are met
• Using Power BI analytics, identify & execute opportunities to improve Customer performance in various KPIs
• Work with Customer to implement continuous improvement projects
• Work with internal groups to review account performance and profitability
• Understand TMS and Power BI and be able to train and support assigned customers.
• Work internal groups on At-Risk accounts to resolve any potential problems within.
• Other administrative duties as assigned

Specific Department Responsibilities

• Must be available for travel 25% of the time

Required Skills and Abilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Ability to work independently with minimal leadership oversight
• Ability to develop team of direct reports and manage the day-to-day performance of direct reports
• Excellent customer service, time management, and teambuilding skills
• Ability to work effectively in a fast-paced environment
• Ability to negotiate and close sales
• Excellent oral and written communication skills; ability to understand, interpret, and explain complex and abstract issues and respond appropriately
• Able to utilize sound, independent judgment and make responsible decisions and recommendations
• Excellent follow-through and detail orientation
• Able to effectively utilize computer programs including Word, Excel, PowerPoint and Transportation Management System
• Ability to work with a variety of people and personality types
• Flexibility to work extra hours as necessary to meet customer needs

Minimum Education and Experience

• Appropriate industry or account management experience