Strategic Account Executive

StrategicAccountExecutive TVSSCSNorthAmericakeepsAmericassupplychainsmoving.Wedelivertwocoreservices:IntegratedSupplyChainSolutionsandGlobalForwardingSolutions,tailoredtoeachcustomersneeds.ThroughIntegratedSupplyChainSolutions,ourteamsrunhigh-performingwarehouse,in-plant,andvalue-addedoperationsthatkeepmanufacturersproducingandproductmoving.ThroughGlobalForwardingSolutions,wemanagethemovementoffreightacrossair,ocean,andland,helpingcustomersrunsmarter,leaner,andmoreresilientsupplychains. BackedbytheglobalstrengthandtechnologyofTVSSupplyChainSolutions,apartnertrustedbymorethan90Fortune500companies,wereoneofthefastest-growingsupplychainpartnersinNorthAmerica.OurU.S.teamsoperatewithahands-on,solutions-drivenmindset,groundedinsafety,innovation,andoperationalexcellence,andguidedbyourcorevaluesoftrust,value,service,andinnovation.Here,youcanmakearealimpact,solvereallogisticschallenges,andgrowyourcareeralongsideateamthatbelievesinthepowerofus. Summary TheStrategicAccountExecutiveisresponsiblefordrivingrevenuegrowthbygenerating,developing,andmaintaininganenterprise-widecustomerbasethroughtargetedsalesactivitiesfocusedonourContractLogisticsandIntegratedSupplyChainservices.ThesuccessfulStrategicAccountExecutivewillindependentlyidentify,secure,expand,andsustainrelationshipswithkeystakeholderstouncoverspecificneedsandbehaviorsofnewandexistingaccounts.TheStrategicAccountExecutivereportstotheChiefCommercialOfficer(CCO). EssentialFunctions Reasonableaccommodationsmaybemadetoenableindividualswithdisabilitiestoperformessentialfunctions. Meetorexceedassignedsalesquotabywinningprofitablenewbusinessandexpandingexistingaccounts. Identify,qualify,anddevelopnewopportunitiesusingahunterapproach;coldcalling,networking,andmarketingcampaigns. Qualifyandprioritizetargetaccountsagainstideal-customerandprofitabilitycriteria,concentratingeffortonthehighest-valueopportunitieswithinassignedverticals. Developandexecutestrategicaccountplansforassignedterritoriesandprioritygrowthverticals,includingomni-channelandretail,technology,andhealthcare. Engageandcultivaterelationshipsacrossthecustomersbuyingcommittee,fromoperationalsponsorstoC-leveleconomicbuyers. Leadconsultative,solution-ledpursuits,diagnosingeachcustomerssupplychainchallengesandco-designingtailoredIntegratedSupplyChainSolutionsandGlobalForwardingofferingswiththeSolutionDesignEngineeringteam. Supportthecommercialconstructforeachpursuit-buildingthebusinesscase,ROImodel,implementationbudget,andpricinginpartnershipwithSolutionDesignandFinance. LeadRFIandRFPresponsesanddeliverexecutive-levelpresentationsforstrategicopportunities. Managecontractnegotiationsandclosenewbusiness,structuringagreementsthatarecommerciallysoundanddeliverable. Ensureacleanhandovertooperationsandimplementation,stayingengagedthroughonboardingtoprotectearlyaccounthealthandcustomersatisfaction. Maintainaccuratepipeline,activity,andforecastdataintheCRM(Salesforce),usingittoanalyzetrendsandforecastrevenue. DevelopmarketandcompetitiveintelligencefortargetverticalsandrepresentTVSSCSatrelevantindustryandverticalassociationstobuildbrandawarenessandpipeline. ParticipateinallTVSSCSqualityandexcellenceinitiatives. Competencies Advancedconsultativeandsolutionselling ExecutivepresenceandC-suiteengagement Negotiationanddealstructuring Businessandfinancialacumen Strategicaccountplanning Influenceandcross-functionalcollaboration Supplychain/logisticsdomainknowledge Communicationandexecutive-levelpresentation Customerfocusandrelationshipbuilding Problemsolvingandanalysis Self-motivatedandresults-drivenwithasenseofurgency Resilienceandpersistencethroughlongsalescycles EducationandExperience Bachelorsdegreeorequivalentskillsand/orworkexperience;advanceddegree(e.g.,MBA),preferred. Minimum10+yearsofstrategic,consultativesellingtosenior-andC-levelexecutivesatlarge,multinationalcompanies,withaproventrackrecordclosingcomplexsupplychain,logistics,or3PLsolutions. Priority-verticalexperience:Deepindustryexperienceinoneormoreofourgrowthverticals,particularlyautomotive,industrialmanufacturing,andrelatedsupplychainandlogisticsoperations. Provenrecordofincreasingsalesopportunitiesandsuccessfulaccountmanagementacrossalong-term,12-to18-monthsalescycle. Formalsalesmethodology/processtraining(e.g.,Challenger,Richardson,MillerHeiman). ProficiencywithSalesforceoracomparableCRMandtheMicrosoftOfficesuite(Excel,Word,PowerPoint,Outlook). Proventrackrecordinenterprisebusinessdevelopmentandnew-logoacquisition. Strongexecutive-levelcommunicationandpresentationskills. Travel Requiredfrequenttravelbetweenlocationsandnewbusinessopportunities. PhysicalDemands Thephysicaldemandsdescribedherearerepresentativeofthosethatanemployeemustmeettoperformtheessentialfunctionsofthisjobsuccessfully. Whileperformingthedutiesofthisjob,theemployeeisregularlyrequiredtotalkorhear.Thiswouldrequiretheabilitytoliftfiles,openfilingcabinets,andbendorstandasnecessary.Theassociatemayoccasionallyberequiredtoliftitemsweighingupto20lbs.Specificvisionabilitiesrequiredbythisjobincludeclosevision,distancevision,colorvision,peripheralvision,depthperception,andtheabilitytoadjustfocus. WorkEnvironment Thispositionwillprimarilyworkinanofficeenvironmentbutmayoccasionallyinvolveexposuretowarehouse,manufacturing,orproductionsettingsthatrequiretheuseofpersonalprotectiveequipment(PPE). PositionType/ExpectedHoursofWork FullTime,ExemptPosition.Scheduleflexibilityforextendedorunplannedworkhoursisrequired. OtherDuties Pleasenotethatthisjobdescriptionisnotdesignedtocoverorcontainacomprehensivelistingofactivities,duties,orresponsibilitiesrequiredoftheemployeeforthisjob.Duties,responsibilities,andactivitiesmaychangeatanytime,withorwithoutnotice. TVSSCSNAiscommittedtocultivatingadiverseandinclusivecultureasanEEOemployer.TheTVSSCSNAteamdoesnotdiscriminateagainstcandidatesandemployeesbecauseoftheirdisability,sex,race,genderidentity,sexualorientation,religion,nationalorigin,age,veteranstatus,oranyotherprotectedstatusunderthelawwithinanyemploymentpractices.Wearepleasedtoprovidereasonableaccommodationstoapplicants;pleasecontact[HopeMolyneaux,JMolyneaux@tvsscs.com]torequestareasonableaccommodation.Theemployeeselectedforthisrolemustbeabletoperformtheposition'sessentialfunctionssatisfactorily.Ifrequested,reasonableaccommodationwillbemadetoenableemployeeswithdisabilitiestoperformtheessentialfunctionsoftheirjob,absentunduehardship. TVSSCSNAcomplieswiththeCPRA:CALIFORNIAPRIVACYNOTICE https://www.tvsscs.com/wp-content/uploads/securepdfs/2023/02/CALIFORNIA-PRIVACY-NOTICE-1_18_23.pdf