Account Executive-Elkton, MD

ProspectBlue seeks an Account Executive for their client in Elkton, MD!

The Freight Sales Account Executive develops strategies to solicit new business,
expand business territories, and fulfill business quotas. He/She reviews inbound
and outbound manifests (i.e., shipping reports) to identify new customers,
business growth from existing customers, and shipment reductions. This position
develops weekly sales recaps to provide senior management with summaries on new
business, returning business, and at risk business.

Duties to Include:

Develops strategies to solicit new business, expand business territory, and
fulfill business quotas.

Tracks sales opportunities to develop a sales funnel of potential customers.

Builds relationships with various customer departments (e.g., Accounts
Payable, Purchasing, etc.) to solidify customer contacts used to retain
business.

Educates customers on our client's web site features (e.g., login, tracking,
service, etc.) to ensure transactional access and promote our client's
technological advantages.

Develops customized rate comparisons to highlight the financial benefits of
shipping with our client.

Reviews Total Enterprise Account Management System (TEAMS) to ensure
accuracy of customer contact information.

Reviews inbound and outbound manifests (i.e., shipping reports) of daily
freight shipments to identify new shipments, business growth, and customer
shipment reductions.

Educates customers on billing processes and cycles to protect business
revenue flow and ensure accurate billing.

Resolves customer inquiries (e.g., billing, etc.) to build trust and
credibility and maintain customer satisfaction.

Entertains customers to create customer loyalty, show appreciation, and
promote business growth.

Exchanges customer information cross-functionally to share sales leads for
business development.

Fosters relationships with Small Package team members to identify
opportunities and consolidate our client's offerings.

Educates peers on freight service guidelines (e.g., preferred customers,
high risk freight, etc.) to provide opportunities for service bundling.

Collaborates on service proposals to enhance cross-selling bids.

Develops weekly sales recap to provide senior management information on new
business, win back business, and business risks.

Documents weekly recaps of customer achievements, losses, and competitive
information to provide visible account tracking.

Analyzes account recaps to monitor customer revenue trends and develop
service recommendations.

Queries account quota targets to validate that account plan goals are
realistic.

Reviews Technology Integration Report (TIP) to confirm customer shipping
activity.

Completes Quantum View Manage (QVM) database sign-ups to provide customers
with visibility to our client's shipments.

Trains customers on utilization of database tools (e.g., World Ship, My
less-than-truckload (LTL), etc.) to provide customers with web-based shipping
and tracking functions.

Participates in sales assessments to broaden sales and company knowledge of
cross-functional areas.

Completes follow-up work (e.g., technology set-ups, establish credit, etc.)
to ensure customer requests are performed following sales calls.

Education
Bachelors Degree - Required