Senior Account Executive, Northwest Regional Sales

Working at Purolator International is more than a job. It's an opportunity to be part of a winning team and to contribute to the success of our growing company. Purolator International is a leading U.S. based supply chain logistics solutions provider specializing in the air and ground forwarding of express, freight and parcel shipments, customs brokerage, and fulfillment and delivery services to, from and within North America. We are a subsidiary of Purolator Inc., Canada’s largest leading integrated freight, package, and logistics solutions provider. You can learn more about us on YouTube and LinkedIn.

When we say we’re the best, we’re not just tooting our own horn. We’re incredibly proud of the many awards we’ve won for shipping to, from, and within Canada.

Purolator International provides a “Best in Class” Total Rewards package to employees and their families.

• Competitive Base Salary
• Quarterly Sales Incentive Bonus Plan
• Sales Awards and Recognitions
• Medical & Prescription Drugs (80% premium paid by Employer)
• Employer Funded Health Savings Account (H.S.A)
• Dental and Vision plans
• Employer funded Short/Long Term Disability & Life Insurance
• Accident, Hospital & Critical Illness Plans
• Retirement Plan Employer Contribution (50% Match up to 8% of Your Eligible Salary)
• Paid Time Off Including: 15 Vacation Days, 10 Sick Days, 4 Personal Days
• Paid Holidays
• 100% Paid Extended Parental/Maternity Leave Program
• 100% subsidized pay Military/Reserves Leave Program
• Tuition Assistance
• Wellness Program
• Identify Theft Protection Discount Program
• Pet Insurance Discount Program
  
  

We also offer social responsibility initiatives covering a wide range of business aspects and employee relationships such as supporting local communities, educating, and empowering workers, promoting gender equality and minorities, reducing our footprint, etc.

Job Summary

We are looking for a growth-oriented Senior Account Executive to retain, expand, and deepen relationships across an assigned portfolio of customers in Washington, Oregon, Idaho, Montana, and Wyoming. This role is accountable for protecting recurring revenue, increasing share of wallet, improving customer penetration, and identifying cross-sell and upsell opportunities using our array of services to, from, and within Canada.

The primary focus of this position is existing-account retention and growth and develop new business opportunities. The Senior Account Executive will serve as the primary commercial point of contact for an assigned client portfolio, maintain a regular relationship cadence, coordinate resolution of customer needs, lead account planning and business reviews, and develop expansion opportunities.

This is an opportunity to be part of a winning team and to contribute to the success of our growing company. Please apply to our opportunity if you feel this is the right fit for you.

Requirements

• You MUST HAVE selling expertise related to international parcel, expedited freight forwarding, Express, LTL/TL on a cross-border basis, in order to be considered.
• Canada Customs Brokerage is a plus.
• Proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.
  
  

Responsibilities

Strategic Account Growth:

• Deliver retention and revenue-growth targets across the assigned account portfolio, including cross-sell, upsell, rate growth, new logos, and recovery of underperforming accounts.
• Create and maintain strategic account plans that identify customer priorities, relationship coverage, revenue risks, service gaps, and whitespace opportunities.
• Develop proficiency in Purolator sales process
• Develop stakeholder maps and growth plans for priority customers.
• Generate qualified expansion opportunities through business reviews, referrals, portfolio adjacency, and prospect target customer list.
  
  

Base Business Support

• Sell additional services to the existing customer base, broaden relationships across customer decision-makers, and increase share of wallet.
• Position Purolator service capabilities to customers in the account base, qualify and propose new services, and negotiate sustainable rate increases and contract renewals.
• Assess customer shipping needs, performance trends, and growth plans; recommend Purolator services and rates that improve retention and generate incremental revenue.
  
  

General

• Active engagement and participation in training (e.g. Product and Skills training)
• Increase Purolator’s presence within the local market through industry organization participation and special event venues
• Collaborate with internal functions such as Commercial, District and Network Operations as well as IT
• Applies a complete knowledge of all the organization’s products/services and policies to close sales
• Achieve weekly portfolio-management, customer-engagement, retention, pipeline, and revenue-growth metrics.
• Keeps thorough records and makes reports on all phases of activities, to include CRM
• Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, etc.)
• Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Runzheimer, etc.)
• Overnight Travel
• Travel to U.S. HQ in New York and Corporate HQ in Canada, as needed
• Carry out other duties as appropriate and as assigned by his/her Manager
  
  

Knowledge, Skills And Abilities Requirements

• Demonstrates an ability to think more broadly about supply chain solutions; consultative
• Passion for sales, and a drive to succeed
• Ability to build strong customer relationships
• Strong account-management skills and proven success retaining customers, expanding revenue, and closing new business and opportunities.
• Attention to detail and strong analytical ability
• Experience utilizing a CRM system, salesforce.com preferred
• Knowledge of sales process
• Demonstrates ability to sell unique concepts to all levels
• Demonstrates consistency of above average performance in current position in last 2 performance reviews
• Candidates must be legally eligible to work in the US
• Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel to Canada
  
  

Training

• You will be introduced to Purolator International’s vision, core values, products and services.
• Your onboarding will include visiting the corporate headquarters, and learning the basics of our organization.
• Your first several weeks will include learning our business, products and services, our sales methodology, branch visits to learn and understand our operations first hand, and an introduction to our systems.
  
  

The base pay range for this role is $86,000 - $100,000. Pay within this range varies by work location and may alsodepend on various factors such as job-related knowledge, and relevant skills and experience.

Purolator International values diverse perspective and life experiences. Purolator International encourages candidates of all backgrounds to apply, including people of color, immigrants, refugees, women, people who identify as LGBTQ, people with disabilities, veterans, and those with diverse life experiences.

Candidates applying will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

If you require an accommodation during the recruitment process, we will work with you to meet your needs.

Purolator International participates in the E-Verify program in certain locations as required by law. Learn more about the E-Verify program www.e-verify.gov.

Any offer of employment is contingent upon the results of the Company’s lawful preemployment checks, which may include background and reference checks, in compliance with applicable federal, state and local law.