Account Executive - Brokerage
Company: Penske Logistics
Location: Chicago
Posted on: April 26, 2024
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Job Description:
Position Summary: As an Account Executive you will have
responsibility to successfully initiate and develop business
opportunities with new and existing customers. The Account
Executive will develop and manage their individual customer
portfolio and work in a team environment. Business is generated
thru inside and outside transactional sales by way of prospecting,
referrals, and business to business selling. Major
Responsibilities: Growth Proactively identify, pursue, and maintain
a constant pipeline of potential Brokerage customers to meet or
exceed established quotas. Gain and maintain access to
decision-makers via a disciplined and structured prospecting
regimen, including cold calling, networking, attending tradeshows,
and social media. Explain products or services and prices, and
answer questions from customers. Design Solutions, that meet
specific customer needs. Adjust sales scripts to better target the
needs and interests of specific individuals. Take the lead in
negotiating and closing deals by uncovering and addressing
objections / concerns from the customer. Achieve defined
transactional sales goals and development standards required to
attain the next level of career advancement. Monitor market
conditions, product innovations, and competitors' products, prices,
and sales. Other projects and tasks as assigned by supervisor
Customer Focus Develop comprehensive understanding of the
customer's business model and their unique challenges. Manage
accounts to retain existing relationships and grow share of
Brokerage business. Establish relationships with customers with
freight spend less than 25 million. Work with the Brokerage team to
resolve problems and to provide ongoing support to customers.
Answer customers' questions about products, prices, availability,
product uses, and credit terms. Internal Business Partnerships
Leverage operational support while working within a team to
continually improve the efficiency of overall book of business.
Develop strategic partnerships with Penske Truck Leasing and inside
the Penske Logistics organization to identify crosssell
opportunities within specified market areas. Collaborate with the
Brokerage team on pricing decisions, supplier selection and timing
Reporting Accurately track growth opportunities through a Customer
Relationship Management (CRM) tool. Obtain customer information
such as name, address, and payment method, and enter orders into
Mercury Gate. Continually analyze Brokerage accounts to determine
efficiency and profitability. Take the lead in communicating
direction and progress / status of Brokerage deals to senior
leadership. Qualifications: At least 2 years sales experience
required with proven track record in generating profitable revenue
growth and retaining existing customers Bachelor's Degree
preferred. Experience may be substituted in lieu of education.
Advanced computer skills including Microsoft Word, Excel, Outlook
and PowerPoint required Strong written/ verbal communication skills
required Valid driver's license Excellent customer service and
phone skills Ability to learn new concepts, products, and services
Strong organization and multi-tasking skills Persistent, persuasive
and able to overcome objections with the ability to be a good
listener Demonstrated sales aptitude with relentlessly high
standards Attention to detail and confident decision making skills
Must have strong problem solving skills and the ability to think
and respond quickly to sales & service issues Must have strong
presentation skills and the ability to handle negotiations Ability
to connect and build rapport / relationships with internal and
external customers at all levels. Regular, predictable, full
attendance is an essential function of the job Willingness to
travel as necessary, work the required schedule, work at the
specific location required, complete Penske employment application,
submit to a background investigation (to include past employment,
education, and criminal history) and drug screening are required.
Physical Requirements: The physical and mental demands described
here are representative of those that must be met by an associate
to successfully perform the essential functions of this job.
Reasonable accommodations may be made to enable individuals with
disabilities to perform the essential functions. The associate will
be required to: read; communicate verbally and/or in written form;
remember and analyze certain information; and remember and
understand certain instructions or guidelines. While performing the
duties of this job, the associate may be required to stand, walk,
and sit. The associate is frequently required to use hands to
touch, handle, and feel, and to reach with hands and arms. The
associate must be able to occasionally lift and/or move up to
25lbs/12kg. Specific vision abilities required by this job include
close vision, distance vision, peripheral vision, depth perception
and the ability to adjust focus. Penske is an Equal Opportunity
Employer Job Function: Account Management Job Family: Sales
Address: 500 W MADISON ST STE 1180 Primary Location: US-IL-Chicago
Employer: Penske Logistics LLC Req ID: 2404228 Date posted:
04/18/2024
Keywords: Penske Logistics, Cicero , Account Executive - Brokerage, Professions , Chicago, Illinois
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