Job Details
The Account Manager I role is responsible for growing a portfolio of existing accounts as well as supporting the onboarding of new accounts. In addition, will develop and implement strategic sales plans and forecasts to achieve objectives for growth and profitability for the assigned portfolio of accounts. SCS Account Managers become transportation & logistics experts who initiate, manage & monitor freight transportation, contract execution, & customer relationships.
As part of a team, the individual Account Manager s success will be measured against specific metrics related to sales activity within assigned/onboarded accounts, Revenue, Margin & volume generation as well as meeting customer specific KPI s. The SCS Account Manager will be responsible for monitoring & monthly tracking of their individual performance against these metrics utilizing Dupr s in house MercuryGate TMS & CRM tools. The Account Manager will work closely with carrier facing teammates to ensure KPI s are met.
Manages Customer Relationships & Sales Performance
Customer Service
Develop and expand relationships with portfolio of accounts including a deep understanding of client s supply chain.
Organize and lead business reviews with customers discussing past performance, current issues and opportunities as well as status on long term plan and deliverables.
Develop and update long-term account plans and ensure goals, deliverables and deadlines are met.
Develop supply chain/logistics solutions for clients that will create value for the client short and long term.
Responsible for problem resolution for any accounts assigned.
Identify and qualify opportunities for additional business.
Lead internal cross-functional team developing solutions for opportunities and present to account.
Establish operating procedures for accounts assigned and make changes when needed, train internal staff and members of customer s team in processes.
Ownership of and accountability to revenue projections for individual accounts and complete portfolio.
Actively drive successful customer onboarding across departments within the company.
Lead larger customer projects across organization in coordination with customer to meet service requirements.
Negotiate pricing and service level agreements with clients.
Monitor & review daily/weekly/monthly metrics from production reports
Maintains customer sales performance metrics that measure activities that increase sales business closing ratio
Monitor personal sales metric performance, identify gaps & seek out coaching/development to close these gaps
Work on personal development plan as needed - sales planning, sales skills, negotiations & selling Dupre as a true logistics solutions provider
Qualifications: knowledge, skill, &/or ability required
Ability to manage Freight Brokerage account portfolio of $4.4M+ Revenue
Brokerage Sales - inside sales or outside sales (Minimal 1 yr, preferred 2+ years)
Brokerage Modes Experience TL, Flatbed, Refrigerated, LTL, Intermodal, Specialty, etc. (preferred 2+ years)
Related Successful Sales experience in a detail oriented & multi-tasking environment.
Market & Lane Pricing experience preferred (Customer & Carriers)
Freight or Logistics with Transportation Management Software experience (preferred 2+ yrs.)
*You must meet the above criteria to be considered. This is not an entry level role.