The primary focus of this position is to conduct face-to-face customer sales calls. The Key Account Executive travels to customer sites to hold meetings and gather information. This individual analyzes customer needs and proposes transportation solutions. The Key Account Executive builds relationships with key stakeholders and generates revenue opportunities across all product and service lines.

Responsibilities:

• Maintain and grow a book of business (e.g. Air, International Freight)
• Introduce new products and services and expand business opportunities within customer accounts
• Track sales performance to objectives:
  • Revenue Measurement: Overall growth (maintenance and new business); credit only for outbound shipments (air, ocean, and linehaul) from within territory
  • Focus on Shipper or Consignee Selling
  • Goal: Minimum 6 total calls per week
  • Facility Visits; not individuals
  • Tradeshows (Tradeshow slides completed / Leads resulting from show)
  • Goal: Minimum 25 quotes per week; 100 quotes per month
  • Goal: Quote to Shipment conversion percentage; minimum 30% monthly
  • Requirement: 24 total calls per month
  • All CRM calendars/activities updated daily (NLT close of business end of work week)
  • Calls categorized by maintenance or new business; (50/50 split)
• Monitor account statistics and respond to internal sales leads to identify opportunities and create sales strategies
• Research resources and account history
• Qualify leads
• Submit pricing requests and analyze price quotes
• Develop standard operating procedures (SOPs), generate standard and customized reports and queries, access appropriate databases and interpret and clarify the data
• May perform other duties as required or directed.

• 2+ years experience in logistics, freight forwarding, and airline experience preferred.
• Must have proven experience as a team player and ability to multitask in a dynamic work environment
• High school degree required, college degree preferred bachelor’s degree in Business Administration, Sales and Marketing or related field, or equivalent sales experience in a similar position.
• Knowledge of international and /or domestic cargo