Account Executive - Supply Chain/Logistics Solution Sales

Account Executive - Supply Chain/Logistics Solution Sales

Description
Position Summary:
The Strategic Account Executive is responsible for successfully executing the sales process to generate the revenue growth through initiation and development of business opportunities with with new and existing customers within a designated geographic territory. This position will develop and maintain a solid sales pipeline of prospects by establishing deep relationships within those organizations. With a thorough understanding of the customer's business model, the Strategic Account Executive will identify logistics solutions utilizing Penske Logistics (PL) products and services that translate into closed, contracted business deals. This position will have a leadership role within an account management team, and be responsible to extend or renew existing contracts, as well as identify opportunities for customer growth in new geographic locations, new industries, or with additional products and services.
Strategic Account Executives will embrace a culture of integrity and professionalism and utilize this value based selling methodology in all of their sales pursuits.
This position will be expected to perform to an annual quota set by, and agreed to, with their respective Regional Vice President of Sales.
Major Responsibilities:

Growth

Proactively identify, pursue, and maintain a constant pipeline of potential customer via prospecting, networking and referral activities within a regional market.
Pursue a balanced portfolio of PL's products and services; evaluate each growth opportunity against PL's current service line expertise and plans for future focus.
Capitalize on PL's current market sector knowledge and led efforts to diversify into strategic verticals.
With a thorough understanding of the customer's business model, identify and propose logistics solutions to customers utilizing PL's products and services.
Take the lead in negotiating and closing deals by uncovering and addressing objections and concerns from the customer.
Develop broad and executive level networks through professional organizations, media and speaking engagements and industry conferences.

Customer Focus

Develop comprehensive understanding of the customer's business model and their unique challenges to growth or competitiveness.
Establish broad and deep relationships with strategic customer roles with decision making authority or influence in the organization.
Ensure customer satisfaction with existing customers by establishing a consistent communication plan with key stakeholders, including regular and timely reviews. Renew all contracts before or upon contract expiration.
Develop growth plan for all existing customers which includes identifying and securing share-of-wallet growth opportunities.

Internal Business Partnerships

Lead the sales process by involving the Product Line Manager and General Manager / Area Vice President throughout the deal process.
Develop strategic partnerships with Penske Truck Leasing and inside the PL organization; utilize influence and persuasion skills to ensure that deals receive appropriate internal approvals.
Work closely with Operations, Product Line Managers, Finance, and Engineering / IT teams to ensure accurate scope and revenue capture, in accordance with the commercial agreement.
Participate in and play a leadership role within, account management teams, working closely with Operations Product, Engineering / IT and Finance participants. Proactively identify value creation opportunities for PL and customers.

Reporting

Accurately track growth opportunities through a Customer Relationship Management (CRM) tool..
Take the lead in communicating direction and progress / status of deals to senior leadership.


Qualifications
Required Job Qualifications:

5 or more years of executive level sales experience or experience in a sales support role with executive level exposure.
Working knowledge of operations / supply chain field.
Bachelor's degree in Business, Supply Chain Management, or related field.
Ability to learn and credible articulate / present PL products and services to C-Level executives both verbally and in writing.
Ability to connect and build rapport / relationships with internal and external customers at all levels.
Skill in operation of variety of computer software programs, including Microsoft Word, Excel, PowerPoint, Outlook, and Sales CRM.
Financial acumen and the ability to interpret and effectively communicate pricing data to internal and external customers.
Strong organizational skills, time management skills, and the ability to prioritize multiple projects / work streams.
Ability to clearly define goals and follow through to successful completion.
Willingness to travel as necessary, work the hours necessary to accomplish the job duties, work at the specific location required, complete Penske employment application, submit to a background investigation (to include past employment, education, and criminal history) and drug screening.

Headquartered in Reading, Pa., Penske Logistics is a wholly owned subsidiary of Penske Truck Leasing. With operations in North America, South America, Europe and Asia, Penske Logistics provides supply chain management and logistics services to leading companies throughout the world. Penske Logistics delivers value through design, planning and execution in transportation, warehousing, international freight forwarding and carrier management. Visit to learn more.

Penske is an Equal Opportunity Employer




If interested, please apply online at