Global Forwarding Executive

ArcBest; Chicago (IL); On-site; USD 90,000 - 160,000; Full time

Job summary

ArcBest is seeking a Global Forwarding Executive to build and secure new international freight forwarding relationships, focusing on mid-size FCL import accounts and reliable monthly business for LCL and airfreight.

You will lead sales calls, presentations, and pipeline development while collaborating with pricing and the International Pricing team. Travel to visit clients is expected.

Qualifications

• Bachelor's degree or equivalent experience as noted in the job posting.
• Minimum of 5 years' sales experience in global forwarding or international logistics.
• Proficiency with Microsoft Office Suite and basic data tools.

Responsibilities

• Identify and pursue new customer opportunities for international freight forwarding services.
• Independently prospect, obtain, and develop new accounts using company methods and team selling.
• Develop a pipeline of prospective international customers to meet sales targets.
• Conduct sales calls and face-to-face meetings with primary account owners and mid-size customers.

Skills

Sales experience

Global forwarding

Account development

Pricing

CRM

Education

Bachelor's Degree

Tools

Microsoft Office Suite

Datamyne

Job description

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

Job Description

The Global Forwarding Executive prospects, develops, and secures new international freight forwarding customer relationships to grow profitable business. This position is primarily responsible for acquiring new customers to build a portfolio of accounts, and for developing and maintaining that portfolio over time. This role requires a high degree of responsibility and exposure to numerous aspects of the transportation industry, including pricing, sales, systems and tools, marketing, customer needs, and all modes of freight movement. This position collaborates with the International and Sales teams to strengthen external customer acquisition efforts. This role is responsible for managing prioritized leads and mid-size accounts, running customized Datamyne targets, and driving prospecting initiatives to attract and acquire new client business at a profitable level. Serving as the main sales resource, this role plays a key role in generating significant international business growth within the assigned market.

Responsibilities

• Identify and pursue new customer opportunities for international freight forwarding services.
• Independently prospect, obtain, and develop new accounts utilizing Company techniques and methods including team selling with ArcBest account owners.
• Apply established acquisition strategies to develop an understanding of customers’ international supply chain business models.
• Conduct sales calls and face-to-face meetings with primary account owners and presentations to new mid-size customers (import minimum of 50 FCL per year, and monthly airfreight and LCL shipments).
• Develop and maintain a pipeline of prospective international customers to achieve sales targets while balancing growth and margin objectives.
• Monitor international market trends and competitors to develop knowledge of international solutions based on current state of affairs.
• Actively work in collaboration with the International Pricing team on the development of pricing for proposals and qualified bids.
• Generate new business using networking, social media, customer referrals, and other applicable methods.
• Identify customer challenges to proactively provide solutions within the international sector.
• Develop and grow strategic relationships directly with customers and within ArcBest sellers targeting only mid-size FCL import accounts, identify growth opportunities in core target markets, securing ongoing monthly business for LCL and airfreight export and import, building strong, lasting shipper relationships.
• Develop expertise of ArcBest service offerings.
• Negotiate service requirements; establish service packages with pricing analysts.
• Collaborate with the International operations team in creating service solutions for customers’ unique business problems.
• 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 professional, customer-focused attitude in a competitive sales environment.
• Travel to visit existing, potential and new customers.
• Work in a team setting to accomplish goals.
• Other duties and projects, as assigned.

Requirements

Education:

• Bachelor's Degree, preferred. Experience will be considered in lieu of formal education.

Experience:

• 5 years' sales experience in global forwarding or relevant international logistics experience, required.

Computer Skills:

• Proficient in Microsoft Office Suite, preferred.

Additional Requirements:

• Sales experience in international freight forwarding business solutions, required.
• Current and legal driver’s license to operate motor vehicle, required.
• Knowledge of ArcBest company policies, services, computer systems, and service capabilities, preferred.
• Familiarity with domestic and international ocean and air freight operations and pricing techniques, preferred.

Competencies:

• Addressing Customer Needs
• Interpersonal Relationships
• Lead Generation
• Perseverance and Follow-Through
• Problem Solving
• Relationship Management
• Value Selling

Responsibilities

• Identify and pursue new customer opportunities for international freight forwarding services.
• Independently prospect, obtain, and develop new accounts utilizing Company techniques and methods including team selling with ArcBest account owners.
• Apply established acquisition strategies to develop an understanding of customers’ international supply chain business models.
• Conduct sales calls and face-to-face meetings with primary account owners and presentations to new mid-size customers (import minimum of 50 FCL per year, and monthly airfreight and LCL shipments).
• Develop and maintain a pipeline of prospective international customers to achieve sales targets while balancing growth and margin objectives.
• Monitor international market trends and competitors to develop knowledge of international solutions based on current state of affairs.
• Actively work in collaboration with the International Pricing team on the development of pricing for proposals and qualified bids.
• Generate new business using networking, social media, customer referrals, and other applicable methods.
• Identify customer challenges to proactively provide solutions within the international sector.
• Develop and grow strategic relationships directly with customers and within ArcBest sellers targeting only mid-size FCL import accounts, identify growth opportunities in core target markets, securing ongoing monthly business for LCL and airfreight export and import, building strong, lasting shipper relationships.
• Develop expertise of ArcBest service offerings.
• Negotiate service requirements; establish service packages with pricing analysts.
• Collaborate with the International operations team in creating service solutions for customers’ unique business problems.
• 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 professional, customer-focused attitude in a competitive sales environment.
• Travel to visit existing, potential and new customers.
• Work in a team setting to accomplish goals.
• Other duties and projects, as assigned.

Requirements

Education:

• Bachelor's Degree, preferred. Experience will be considered in lieu of formal education.

Experience:

• 5 years' sales experience in global forwarding or relevant international logistics experience, required.

Computer Skills:

• Proficient in Microsoft Office Suite, preferred.

Additional Requirements:

• Sales experience in international freight forwarding business solutions, required.
• Current and legal driver’s license to operate motor vehicle, required.
• Knowledge of ArcBest company policies, services, computer systems, and service capabilities, preferred.
• Familiarity with domestic and international ocean and air freight operations and pricing techniques, preferred.

Competencies:

• Addressing Customer Needs
• Interpersonal Relationships
• Lead Generation
• Perseverance and Follow-Through
• Problem Solving
• Relationship Management
• Value Selling

Other Details

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 250 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.

Our people make the difference. From customer service and operations to technology, sales and logistics professionals, every employee plays a role in supporting customers and solving complex logistics challenges. It's the kind of people-first culture that's earned recognition as a Best Company to Work For by U.S. News & World Report and one of America's Best Employers for Company Culture by Forbes.

At ArcBest, you're part of a team grounded in our core values: Creativity, Integrity, Collaboration, Growth, Excellence and Wellness. Whether you're starting your career or bringing years of experience, you'll find opportunities to learn, grow and make an impact.