Enterprise Sales Executive- West

Position: Enterprise Sales Executive
- Intermodal/Drayage

Compensation: ,000 plus commission

Job Description:

As a Enterprise Sales Executive within our direct sales organization, you will be responsible for maintaining and strengthening customer relationships within a defined territory assignment of large enterprise customers. This person must be comfortable operating in a complex selling environment of large multi-national companies to create opportunities for account growth while offering customers a full array of value-added services from the Forward portfolio.

Your ability to identify signing vs. buying authority, build a sales strategy to effectively nurture, penetrate and grow the customer relationship across all business levels will be necessary to achieve personal, and company sales goals in a fast-paced environment for large customers. Specific industry vertical experience and selling complex product lines that require advanced knowledge and/or advanced customer relationship skills are also preferred.

Core Responsibilities & Duties:

• Develop new business and growing revenue by identifying potential new customers, conducting background research on potential customers, discussing the customer’s supply chain with decision makers and other appropriate customer representatives, analyzing customer needs, and developing and implementing solutions
• Maintain existing business by developing an understanding of the customer’s business and supply chain through research and customer interaction, as well as collaboration with customer success executives to analyze customer needs and develop and implement solutions for retention of business
• Coordinate and collaborate with internal teams, such as specialized product sales teams and customer success executive as well as other internal Forward team members to provide a seamless and outstanding customer experience
• Regularly engage with customers to ensure customer understanding of Forward and our portfolio of solutions; to maximize customer utilization of the entire Forward portfolio
• Foster an outstanding customer relationship by providing regular business reviews, entertaining customers, developing solutions, exhibiting outstanding communication skills, both oral and written, and learning the customer’s business
• Leverage new and existing technology tools such as internal systems, mobile devices, and power point to deliver precise customer communications focused on precision execution
• Taking initiative to lead internal teams and demonstrate organization, discipline, and adaptability in the face of adversity
• Effectively monitor competitor actions in each account to ensure that appropriate responses are formulated and communicated
• Other duties as assigned

Qualifications:

• Bachelor's degree in Business, Sales, or a related field
• 7+ years of experience in enterprise-level sales in the transportation or logistics industry
• 5+ years of experience selling intermodal/drayage to enterprise-level customers, preferred
• Proven track record of exceeding enterprise-level sales targets and growing market share
• Experience in selling to enterprise-level customers
• Excellent communication, negotiation, and interpersonal skills
• Strong problem-solving and decision-making abilities
• Ability to work independently as well as in a team environment
• Knowledge of CRM software (Salesforce) and Microsoft Office Suite
• Overnight travel may be required to meet customer demands

Skills:

• The ideal candidate will possess a “can do” attitude with a “will do” work ethic
• Must have the ability to work in a fast paced/high volume sales environment

Forward Air is an Equal Opportunity employer.

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Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs.

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