Senior Account Executive U.S.

Job Summary

We are looking for a growth-oriented Sr. Sales Account Executive to join our highly successful sales team.  This Sales Executive will cover our Pennsylvania, Virginia, and Maryland territory and is responsible for the prospecting, sales process, and closing of new contracts utilizing our array of services to, from, and within Canada. 

The main focus for this position will be to develop new business opportunities, while serving as the primary point of contact for the client portfolio-- insuring customer’s needs are addressed in a timely fashion and that consistent contact is maintained on a regular schedule.

This is an opportunity to be part of a winning team and to contribute to the success of our growing company.  Please apply to our opportunity if you feel this is the right fit for you.     

REQUIREMENTS:

• You MUST HAVE selling expertise related to international parcel, expedited freight forwarding, Express, LTL/TL on a cross-border basis, in order to be considered. 
• Canada Customs Brokerage is a plus.
• Proven track record of executing sales process and new business generation within formal purchasing, negotiation, and contracting structures.

Responsibilities

New Customer Acquisition:

• Win business with new customer logos within local territory footprint
• Create and implement market analysis to identify new business opportunities and increase market share through lead referrals
• Develop proficiency in Purolator sales process
• Develop target customer list
• Cold call and prospect target customer list

Base Business Support:

• Sell additional services to existing customer base, develop contacts and build relationships with these customer decision-makers
• Position Purolator service capabilities to customers in the account base, qualify and propose new services and negotiating rate increases
• Assess and analyze customer’s shipping needs and offer Purolator services and rates to gain additional business

General:

• Active engagement and participation in training (e.g. Product and Skills training)
• Increase Purolator’s presence within the local market through industry organization participation and special event venues
• Collaborate with internal functions such as Commercial, District and Network Operations as well as IT
• Applies a complete knowledge of all the organization’s products/services and policies to close sales
• Achieve weekly sales metrics
• Keeps thorough records and makes reports on all phases of activities, to include CRM
• Develop proficiency in Purolator sales tools (e.g. Salesforce, LinkedIn, Hoovers, etc.)
• Develop proficiency in Purolator internal systems (e.g. Concur travel and expense mgmt., Runzheimer, etc.)
• Overnight Travel
• Travel to U.S. HQ in New York and Corporate HQ in Canada, as needed
• Carry out other duties as appropriate and as assigned by his/her Manager

Knowledge, Skills and Abilities Requirements

• Demonstrates an ability to think more broadly about supply chain solutions; consultative
• Passion for sales, and a drive to succeed
• Ability to build strong customer relationships
• Strong sales skills and proven success in closing new business opportunities
• Attention to detail and strong analytical ability
• Experience utilizing a CRM system, salesforce.com preferred
• Knowledge of sales process
• Demonstrates ability to sell unique concepts to all levels
• Demonstrates consistency of above average performance in current position in last 2 performance reviews
• Candidates must be legally eligible to work in the US
• Ability to travel as needed including driving to various work and/or customer locations, domestic travel, and possible international travel to Canada

Training

• You will be introduced to Purolator International’s vision, core values, products and services.
• Your onboarding will include visiting the corporate headquarters, and learning the basics of our organization.
• Your first several weeks will include learning our business, products and services, our sales methodology, branch visits to learn and understand our operations first hand, and an introduction to our systems.