Enterprise Sales Director - Atlanta, GA

About the Role

Key Responsibilities

• Oversee the management of prepaid vendors.
• Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share.
• Conduct calls and face-to-face meetings with customers.
• Maintain and grow expertise of ArcBest service offerings.
• Develop and grow strategic relationships within the industry.
• Maintain accurate territory account information in ArcBest databases.
• Serve as a subject matter expert of the retail compliance tools used by ArcBest.
• Complete monthly sales audit reports and expense reports, as Company guidelines require.
• Negotiate service requirements and prices to establish service packages.
• Exhibit excellent customer service.
• Interact with all employees and customers in a professional and courteous manner.
• Work in a team setting to accomplish goals.
• Facilitate the development of pricing for proposals and bids.
• Utilize internal and external computer applications to analyze market and competitor data in order to identify capacity and develop pricing solutions at a competitive yet profitable price.
• Identify customer challenges and develop and implement solutions to create opportunities within the retail sector.
• Serve as a vendor consultant for the sales team.
• Make and coordinate sales calls and presentations to customers of all sizes.
• Assist in the collection process and cargo claim prevention, as needed.
• Pursue customers aggressively using networking, social media, customer referrals, etc.
• Obtain and develop new accounts utilizing Company techniques and methods.
• Collaborate with customers, front-line management, and various ArcBest departments.
• Develop a long term strategy to ensure success and growth.
• Monitor retail trends and develop knowledge of retail solutions.
• Complete itinerary and call report as required by Company guidelines and IRS regulations.
• Manage business relationships and entertain customers.
• Create service solutions for customers' unique business problems and initiate pricing.
• Develop sales strategies and a comprehensive understanding of customers' business models.

Requirements

• Bachelor's Degree, preferred; experience will be considered in lieu of formal education.
• 5 years transportation and related sales experience.
• Proficient in Microsoft Office Suite, preferred.
• Extensive knowledge of retail business solutions, competitors, and decision makers, preferred.
• Knowledge of ArcBest company policies, services, computer systems and service capabilities, preferred.
• Strong business acumen.
• Excellent cross-selling, customer service management, interpersonal relationships, negotiating, perseverance and follow-through, relationship management, and value selling skills.

Nice to Have

• Additional knowledge of ArcBest company policies, services, computer systems and service capabilities, preferred.

Qualifications

• Experience in transportation and related sales.

Benefits & Perks

• Salary position paid biweekly with variable compensation.