Regional Account Representative - ATS Specialized

Regional Account Representative (RAR)

The Regional Account Representative plays a critical role in driving ATS's success by building, managing, and strengthening customer relationships that fuel revenue growth. This position is responsible for retaining and expanding business within an assigned customer portfolio—ensuring every customer's needs, challenges, and opportunities are fully understood.

The RAR uses strong interpersonal skills, market awareness, and consultative sales techniques to deliver high-value solutions that support ATS Specialized. This role requires adaptability, collaboration across internal teams, and the ability to navigate diverse customer situations with confidence and professionalism.

• Build, manage, and strengthen relationships with active, inactive, and prospective customers through proactive inside-sales outreach.
• Confirm customer requirements, overcome objections, identify buying signals, and negotiate terms to close business.
• Follow ATS's uniform quoting process—collaborating internally, prioritizing issues, escalating when necessary, and leveraging organizational knowledge.
• Assess carrier eligibility, market capacity, pricing dynamics, and timing to ensure accurate, competitive opportunities.
• Negotiate pricing and timelines based on market conditions, while clearly communicating the ATS value proposition to achieve mutually beneficial results.
• Secure credit approval by verifying customer status, working with the credit team, and arranging C.O.D. terms when appropriate.
• Qualify load requirements thoroughly, asking targeted questions to ensure the right solution and mitigate risks.
• Maintain accurate account records, research customer opportunities, and report on activity to support growth.
• Share customer insights with internal departments to align service execution and strengthen the customer experience.
• Manage load coverage to meet quality, utilization, retention, and profitability goals while aligning customer needs with driver and equipment availability.
• Complete all post-delivery processes accurately to support timely invoicing and driver pay.
• Manage customer tasks to maintain a low TBI% and respond to ATS task requests accurately and on time.
• Participate in team and individual goal setting while consistently modeling ATS's Mission, Vision, and Values.
• Support ATS culture through decisions, behavior, performance, and interactions aligned with company values.
• Work outside normal business hours as needed and travel occasionally (including overnight).
• Perform additional duties and responsibilities as assigned.

• 1–2 years of education or training in marketing, sales, customer service, or a related field.
• General knowledge of U.S. geography and basic map-reading skills.
• Demonstrated ability to build strong relationships and manage a dynamic workload.
• Excellent interpersonal skills with the ability to establish trust, communicate effectively, and work across diverse cultures.
• Strong planning and problem-solving capabilities, with the ability to resolve issues promptly.
• Proven experience responding to customer needs with accuracy, urgency, and professionalism.
• Exceptional organizational skills with the ability to prioritize in a fast-paced environment.
• High level of confidentiality and commitment to ATS's corporate values and team success.
• Proficiency with Microsoft Office (Word, Excel, Outlook).
• Strong written, verbal, and listening communication skills.
• Willingness and ability to travel infrequently, including occasional overnight trips.

• Competitive salary
• Comprehensive benefits: health, dental, vision, long & short-term disability, 401(k), PTO, and more
• Tools, technology, and cross-departmental support
• Professional development and training opportunities
• Enterprise-wide career growth in a forward-thinking organization

• Total cash compensation range of this position is $51,900 to $71,900 which includes a base salary range that starts at $42,000 plus first-year training incentive of $9,900. Base salary offered is determined by relevant experience, education, certifications, and geographic location as compared to…