Purpose: The Director of Enterprise Accounts position focuses on new business growth and current business retention from large, multi-national businesses with multiple shipping locations, centralized decision-making control and large annual transportation spends.
Responsibilities include the following. Other duties may be assigned:
- Develops new business through a variety of prospecting and development techniques, keeping profitability intact with growth.
- Builds and maintains relationships with customer through regular professional communication & contact (both in-person and via video call), making multiple contacts within the account hierarchy.
- Collaborates with Operations to understand current customer's needs and resolve any issues or concerns.
- Develops account pricing requirements and submits for corporate approval.
- Responds to customer inquiries and concerns in a timely and ethical manner.
- Demonstrates excellent knowledge of RRTS RDFS services in all customer and prospect interactions.
- Assists with collections.
- Participates in proactive team efforts to achieve departmental and company goals.
- Provides leadership to other employees through example and sharing of knowledge/skill.
- Follows up on potential leads and new opportunities for growth opportunities.
Receives very general guidance with respect to overall objectives; work is usually quite independent of others; operates within division or department policy guidelines using independent judgment in achieving assigned objectives
Qualifications and Requirements: The qualifications and requirements listed below are representative of the minimum knowledge, skill and/or ability required to perform the essential functions of this position satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions when requested.
- Education/Experience Skills: Bachelor's degree (BA/BS) from a four-year college or university; or five years or more of sales experience or equivalent combination of education and experience.
- Language Skills: Very proficient with written and verbal communication.
- Ability to read, analyze and interpret pricing agreements, financial reports, and legal documents. Ability to respond to common inquiries or complaints from customers and members of the business community. Ability to effectively present information to customers, prospects, top management, and public groups.
o Communicates internally with all service center departments and Corporate Office and externally with customers, agents, consignees and prospects.
- Technical Experience: Specific industry or position skills.
- Excellent sales and negotiating skills.
- Preferred knowledge of Haz-Mat regulations
- Basic PC skills including Outlook, Micro Soft Word, Excel, and PowerPoint
Managerial Experience: Ability to manage time and work efficiently.
Specific Skills:
- Must possess a current valid driver's license.
- Relationships and contacts within accounts based in the assigned territory. Know the client base through working experience (track record).
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Reasoning Ability: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions in written, oral, diagram or schedule form.
- Prioritize and organize tasks.
- Handle multiple tasks and projects simultaneously.
Physical Demands and Work Environment: The physical demands and work environment described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions when requested.
Physical Demands:
- Daily outside travel to make sales calls in any weather.
- Light physical activity performing non-strenuous daily activities of an administrative nature.
- Outside sales people are regularly required to sit, stand, travel to and from a customer's place of business, tour the place of business, work on a personal computer, reach and handle items, work with the fingers, see clearly at 20 feet or more, have depth perception, peripheral vision, adjust focus and talk and hear others in conversations via the phone or in person.
- Work Environment:
- The service center is a well-lighted, heated and/or air-conditioned indoor office setting with adequate ventilation. The noise level is moderate based on general conversation tones, ringing phones and laser printer operation.
- Outside travel in all weather is required.
- Can be subject to occasional wet or humid conditions (non-weather), fumes or airborne particles, extreme cold (non-weather), and outdoor weather conditions when touring prospect or client plants.
- There may be slippery conditions or other hazardous footing on the service center dock or when making outside sales calls.
- Overnight travel (up to 50%) by land and/or air required.
The above statements reflect the general details necessary to describe the principal functions of the position and are not intended to be all inclusive. The position and any of the requirements listed above are subject to change at any time according to the changing needs of the company.