Director of Strategic Accounts
AFS
- Little Rock, AR
- Permanent
- Full-time
- The role will be assigned a list of current AFS clients for management of the client relationship and prospecting for additional upsell opportunities.
- From time to time, additional current clients in his territory may be assigned to the DSA including clients signed by an Enterprise Sales Director.
- Prospect and sell multimodal/multiservice opportunities within assigned region, by identifying and acquiring new clients for AFS services.
- Manage the AFS customer experience to ensure we retain clients with assigned existing and new customers in coordination with the Account Management team:
- Work with assigned accounts and assist Customer Service in supporting the client’s needs.
- Required to call on (e.g. in-person visits) assigned clients, as appropriate for the size of the client and as necessary to build the client relationship
- Conduct structured periodic business reviews demonstrating the benefits that AFS is delivering to the client and exploring additional opportunities for AFS to support the client with their transportation needs
- Understand all of AFS’s transportation modes and our value proposition to the client
- Prospect, qualify attract, and win new clients in their region.
- Generate leads by cold-calling in assigned areas, asking for customer referrals, attending tradeshows/networking events, and following up on all marketing leads
- Act as client’s advocate during the development of solutions; work with operations and pricing groups to develop pricing and proposal, reviews proposals with clients and advises decision-making process, and monitoring progress during service launch, assuring that services are launched timely and delivering the desired results
- Build a cross-functional relationship with all influencers in each account, for example, CFO, COO, VP of Ops, and Transportation Manager
- This role will utilize Salesforce to manage their customer base, daily
- Have a strong grasp and be proficient in demos of all AFS tools and products
- Solid sales, account management and transportation knowledge
- Consultative sales training or experience
- Ability to deliver effective communications and the business experience to obtain client’s commitment and agreement to proceed
- A strong network of contacts in the transportation industry
- Demonstrated ability to develop and maintain relationships with C-level decision makers
- A willingness to prospect for new business.
- Poses the maturity and discipline to work effectively with a minimum of supervision in a unique entrepreneurial environment
- Excellent interpersonal skills with the ability to build rapport with a variety of groups
- Highly motivated and self-driven with a persuasive personality
- Superior decision making, problem solving, negotiations, verbal and written skills
- Proficient at Salesforce, Excel, Word and PowerPoint
- Ability to successfully lead an internal team to drive and deliver a compelling value proposition to the customer
- Bachelor’s degree in business, management or related field preferred or equivalent work experience
- 5 years or more of Transportation experience in multiple modes
- Minimum of 3 years business development experience with third-party or contract logistics