The Account Executive builds relationships with key stakeholders, and generates revenue opportunities across all product and service lines. Pre-sale duties include preparing action plans and customized presentations, and\u00a0 performing pre-call research and analysis. Post-sale duties include ensuring smooth implementation and account setup. The Account Executive also responds to internal and external customer concerns or problems, determines corrective actions, and\/or assigns response personnel.<\/p>\n
Other Duties<\/strong><\/p>\n – Maintain and grow a book of business (e.g., ground, air, international, freight)<\/p>\n – Introduce new products and services and expand business opportunities within customer accounts<\/p>\n – Track sales performance to objectives<\/p>\n – Monitor account statistics and respond to internal sales leads to identify opportunities and create sales strategies<\/p>\n – Research resources and account history<\/p>\n – Qualify leads<\/p>\n – Submit pricing requests and analyze price quotes<\/p>\n – Develop standard operating procedures (SOPs), generate standard and customized reports and queries, access Preferred Competencies<\/strong><\/p>\n – Applies knowledge of core business and of freight structure and operations to resolve problems, make decisions – Assesses and identifies business needs and conducts customer analysis to determine customer requirements and – Builds business partnerships and develops key customer relationships to maximize account profitability. Understands – Conducts competitive analysis of competitor’s offerings and strategies, and maintains awareness of competitive – Creates and develops strategies and plans for effectively managing accounts<\/p>\n – Negotiates with others by identifying desired outcomes, organizational priorities, and appropriate strategies and – Solicits information using information gathering techniques such as asking open and closed-ended questions,
\nappropriate databases, and interpret and clarify data<\/p>\n
\nand achieve business objectives<\/p>\n
\nconstraints, determine the impact of products\/services on customers, and identify which products, services and
\nfeatures to promote to current\/potential customers<\/p>\n
\nthe customer’s business and aligns account strategies to customer goals<\/p>\n
\nenvironment<\/p>\n
\nconcessions. Asks pertinent questions, considers alternatives, persuades others, and bargains for win-win solutions<\/p>\n
\nprobing for details, and interviewing others to obtain additional information<\/p>\n