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