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Penske Logistics · 5 months ago

Strategic Account Executive - Pipeline

100 Kachel Boulevard, Reading, PA, 19607, US

Full-time

Onsite

Senior Level

Penske Logistics is a leading logistics company, and they are seeking a Strategic Account Executive to drive revenue growth through business development with both new and existing customers. This role involves executing the sales process, maintaining customer relationships, and collaborating with internal teams to meet customer needs and achieve sales quotas.

LogisticsSupply Chain ManagementTransportation

Responsibilities

Proactively identify, pursue, and maintain a constant pipeline of potential customers that will meet or exceed established quotas via prospecting, networking and referral activities

Responsible to extend or renew existing contracts before or upon contract expiration, as well as identify opportunities for customer growth in new geographic locations or with additional products and services

Gain and maintain access to decision-makers via a disciplined and structured prospecting regimen

Pursue a balanced portfolio of Penske Logistics products and services as determined by the product business plan; evaluate each growth opportunity against current expertise and plans for future focus

Capitalize on Penske Logistics current market sector knowledge and participate in efforts to diversify into strategic verticals

With a thorough understanding of the customer’s business model, collaborate with the Product Line Manager to identify and propose logistics solutions to customers utilizing Penske Logistics products and services that translate into closed, contracted business deals

Take the lead in negotiating and closing deals by uncovering and addressing objections / concerns from the customer; represent customer’s position during the negotiation process to key members of the Penske Logistics negotiation team

Other projects as assigned by the manager

Develop comprehensive understanding of the customer’s business model and their unique challenges to growth or competitiveness

Establish relationships with strategic customers with decision making authority and / or influence

Ensure customer satisfaction with existing customers by establishing a consistent communication plan with key stakeholders, including regular and timely reviews

Lead the sales process by involving the Product Line and Operations Teams to successfully develop a strategy to win and satisfy prospect and customer needs

Develop strategic partnerships with Penske Truck Leasing and inside the Penske Logistics organization; utilize influence and persuasion skills to ensure that deals receive appropriate internal approvals

Participate in, and play a leadership role within, account management teams, working closely with Operations, Product, Engineering / IT, and Finance participants

Accurately and timely track growth opportunities through use of Salesforce

Take the lead in communicating direction and progress / status of deals to senior leadership

Qualification

Sales process executionCustomer relationship managementNegotiation skillsSalesforce proficiencyCommunication skillsTeam collaborationProblem-solving skills

Required

Proactively identify, pursue, and maintain a constant pipeline of potential customers that will meet or exceed established quotas via prospecting, networking and referral activities

Gain and maintain access to decision-makers via a disciplined and structured prospecting regimen

Pursue a balanced portfolio of Penske Logistics products and services as determined by the product business plan; evaluate each growth opportunity against current expertise and plans for future focus

Capitalize on Penske Logistics current market sector knowledge and participate in efforts to diversify into strategic verticals

With a thorough understanding of the customer's business model, collaborate with the Product Line Manager to identify and propose logistics solutions to customers utilizing Penske Logistics products and services that translate into closed, contracted business deals

Take the lead in negotiating and closing deals by uncovering and addressing objections / concerns from the customer; represent customer's position during the negotiation process to key members of the Penske Logistics negotiation team

Develop comprehensive understanding of the customer's business model and their unique challenges to growth or competitiveness

Establish relationships with strategic customers with decision making authority and / or influence

Ensure customer satisfaction with existing customers by establishing a consistent communication plan with key stakeholders, including regular and timely reviews

Lead the sales process by involving the Product Line and Operations Teams to successfully develop a strategy to win and satisfy prospect and customer needs

Participate in, and play a leadership role within, account management teams, working closely with Operations, Product, Engineering / IT, and Finance participants

Accurately and timely track growth opportunities through use of Salesforce

Take the lead in communicating direction and progress / status of deals to senior leadership