Strategic Account Executive

Socket.dev; United States; Hybrid; USD 90,000 - 140,000; Full time

Benefits offered by this job

Paid time off

401(k) with company matching

Medical, Dental, Vision

Job summary

Transportation Insight is seeking a Strategic Account Executive in the United States to grow revenue with targeted commercial organizations. You will develop sales plans, call strategies, and execute activities to drive net new revenue while presenting TA Insight’s value and enterprise logistics services.

In this role, you will navigate complex buying committees, foster C-level relationships, and forecast opportunities in Salesforce.

Qualifications

• BS/BA degree required.
• High level of detail selling complex solution based programs.
• Transportation Industry Experience 2-3 years minimum
• Minimum of 5 years Outside sales experience (Hunter)
• Knowledge and experience with transportation management systems/technology preferred.

Responsibilities

• Build and strengthen business relationships with potential and existing customers for the purpose of promoting Transportation Insight services.
• Build revenue within potential & existing clients to reach and exceed established sales goals.
• Develop a plan focusing on solution sales, sales call strategy and qualified list of prospects, giving targeted focus to Enterprise companies.
• Communicate Transportation Insight’s value proposition, services, and solution strategies to prospects in order to position Transportation Insight's portfolio of solutions and value.
• Utilize a consultative approach to driving conversations with the expectation of moving the prospective customer through the buying cycle and developing a formal and written sales solution for the purposes of closing business.
• Understand how to navigate complex buying committees - develop and maintain professional relationships with economic buyers and key executives within sizable target accounts to create value and enable your selling efforts.
• Establish and maintain contact and effective communication at all levels of strategic accounts and leverage internal resources to ensure a positive customer experience.
• Partner with internal executive management, operations, development and sales management teams to establish and implement best practices.
• Leverage his/her network for referrals and former partners to support growth efforts.
• Manage complex relationships with strategic strategy and execution.
• Accurately forecast opportunities and bookings, specific product revenue, and new opportunities on a weekly, monthly and quarterly basis within Salesforce.
• Drive for results and success by conveying the appropriate sense of urgency while driving issues to closure.
• Champion client programs and drive initiatives with a focus on continuous improvement.
• Collaborate cross-functionally to remove roadblocks, track and resolve client objections, and solve problems via Transportation Insight myriad of solutions.

Skills

Communication skills

Presentation skills

C-level relationships

Strategic thinking

Cross-functional collaboration

Sales techniques

PowerPoint proficiency

Education

BS/BA degree

Tools

Salesforce

MS Office

Job description

COMPANY STATEMENT:

Transportation Insight has strategically positioned itself in the industry with top talent that boasts strategic involvement in the continued evolution of the small package/parcel and freight marketplace. In addition to our knowledge, we have built out the technology to help companies (shippers) unlock the power of their supply chain.

Transportation Insight is recognized as a premier employer regionally and nationally because of our reputation, workplace culture, and growth opportunities. At the core of our culture, team members are motivated to improve our clients, our communities, and ourselves every day.

JOB PURPOSE

The Strategic Account Executive is responsible for growing business levels and selling to targeted commercial organizations within their local geography and throughout the US. Responsibilities include developing a sales plan, formulating sales call strategy, and executing relevant activities to drive net new revenue growth.

The SAE is accountable for effectively communicating Transportation Insight's value proposition, enterprise solutions, and enterprise logistics services to prospects and current customers. Utilizing Transportation Insight's portfolio of service offerings/capabilities to solve complex parcel, LTL, and Truckload business challenges, the Strategic Account Executive is expected to introduce specific service improvements and opportunities for optimization. The SAE is also responsible for providing a positive customer experience for enterprise-size organizations.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Build and strengthen business relationships with potential and existing customers for the purpose of promoting Transportation Insight services.
• Build revenue within potential & existing clients to reach and exceed established sales goals.
• Develop a plan focusing on solution sales, sales call strategy and qualified list of prospects, giving targeted focus to Enterprise companies.
• Communicate Transportation Insight’s value proposition, services, and solution strategies to prospects in order to position Transportation Insight's portfolio of solutions and value.
• Utilize a consultative approach to driving conversations with the expectation of moving the prospective customer through the buying cycle and developing a formal and written sales solution for the purposes of closing business.
• Understand how to navigate complex buying committees - develop and maintain professional relationships with economic buyers and key executives within sizable target accounts to create value and enable your selling efforts.
• Establish and maintain contact and effective communication at all levels of strategic accounts and leverage internal resources to ensure a positive customer experience.
• Partner with internal executive management, operations, development and sales management teams to establish and implement best practices.
• Leverage his/her network for referrals and former partners to support growth efforts.
• Manage complex relationships with strategic strategy and execution.
• Accurately forecast opportunities and bookings, specific product revenue, and new opportunities on a weekly, monthly and quarterly basis within Salesforce.
• Drive for results and success by conveying the appropriate sense of urgency while driving issues to closure.
• Champion client programs and drive initiatives with a focus on continuous improvement.
• Collaborate cross-functionally to remove roadblocks, track and resolve client objections, and solve problems via Transportation Insight myriad of solutions.

JOB REQUIREMENTS

• BS/BA degree required.
• High level of detail selling complex solution based programs.
• Transportation Industry Experience 2-3 years minimum
• Minimum of 5 years Outside sales experience (Hunter)
• Knowledge and experience with transportation management systems/technology preferred.

KNOWLEDGE, SKILLS, ABILITIES AND CHARACTERISTICS

• Strong verbal and written communication skills, including boardroom caliber presentation skills.
• Proven ability to collaborate with others at all levels within the potential client.
• Aptitude for understanding how technology solutions solve customer business issues.
• Astute understanding of how to convey information clearly and provide transportation/financial analysis to help expedite customer purchase decisions.
• Proven ability to innately recognize mutual value opportunities ensuring customer value and revenue generation for the company.
• Proven ability to develop and grow C-Level relationships to increase the probability of success.
• Strong MS Office Word and PowerPoint Acumen.
• Ability to think critically, strategically and creatively.
• Experience working in a fast-paced, high deliverable environment.
• Proven track record of meeting / exceeding sales plans – specifically selling reoccurring solution-based programs.

Personality that clearly demonstrates the following characteristics and/or qualities:

• Strong achievement drive
• Upbeat/positive
• Passionate
• Ingenious
• Empathetic
• Accountable
• Well-prepared
• Highly engaged
• Goal oriented
• Confident and assertive
• Self-motivated
• Relationship driven
• Focused
• Resilient
• Good listener
• Persistent

Our Benefits:

• Paid time off
• Paid health days
• Company paid Holidays and Floating Holidays
• Paid parental leave
• Competitive Benefit Package, including Medical, Dental, Vision, and Pet insurance!
• 401(k) with Company Matching
• Build relationships and take part in learning opportunities through our Employee Resource Groups
• Mental health aid through our Employee Assistance program (EAP)
• Get paid to work with your friends through our Referral Program!

**MAY PERFORM OTHER DUTIES AS ASSIGNED**

WORK ENVIRONMENT

Standard home office environment, usually indoors away from the elements with moderate noise. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

PHYSICAL EFFORT

Maintain a stationary position for extended periods, operate computers and files, as needed; and frequently communicate with others. 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. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee is required to stand, walk, and reach with hands and arms. Occasionally, the employee is required to lift boxes up to 20 pounds.

SCHEDULING

This is a full-time benefits-eligible position, working Monday through Friday; 8:00 a.m. – 5:00 p.m. An employee in this position must be available to work occasionally on weekends and evenings, during peak periods.

TRAVEL

Travel requirement: 30% to 50%

DISCLAIMER

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties, and skills required.

EEOC/ADA STATEMENT:

We are an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, gender, sexual orientation, age, religion, disability, veteran, or any other status prohibited by applicable national, federal, state or local law. In an effort to recruit, develop and retain top talent, we are committed to a policy of nondiscrimination in all personnel practices to ensure equal opportunity for employment, promotion, and training for a more inclusive workforce.