The Vice President of Enterprise Accounts is responsible for winning new, large clients to drive growth. In addition, this role is responsible to uphold our core values: Ethics, Engagement, and Excellence.
Essential Functions:
Prospect, attract, and secure new, large clients
Close large profitable deals, quickly and consistently.
Manage individual, large prospects through the sales cycle, following the company’s sales methodology, aggressively managing his/her own sales funnel to closure.
Close a sustained average of at least one deal per month at a with a projected monthly revenue to AFS Logistics of at least 10,000.
Maintain key client relationships after the sale to seek and develop follow-on growth opportunities • Provide detailed and accurate sales forecasting and activity reporting in the company’s sales force automation tool.
Act as client’s advocate during the development of solutions; work with business units and pricing groups to develop pricing proposals, reviews proposals with clients and advise client during decision-making process.
Act as a company advocate to ensure that clients implement quickly and seamlessly.
Build a broad and deep relationships with all C-level decisionmakers in each account.
Qualifications/Requirements:
Strong, proven understanding of consultative selling in complex transportation companies (with a preference for prior Sandler System sales training and an insatiable desire to close deals.
Understanding of all transportation modes and how they each support the client
Have a strong grasp of and be proficient in demos of all AFS tools and products
Demonstration of high levels of integrity, imitative, honesty, and leadership
Deep experience selling into accounts in core markets
Must be adaptable, professional, courteous, motivated, and work well with the team
Well-developed presentation creation and delivery skills
Ability to handle a fast-paced environment and ambitious workload
Deep, proven, consultative sales training and experience with demonstrable history of exceeding quotas by closing major accounts
A strong network of actionable contacts in the transportation buying community
Demonstrated ability to develop and maintain customer relationships with C-level decision makers • Possesses the maturity and discipline to work effectively with a minimal supervision in a unique entrepreneurial environment. Highly motivated and self-driven with a persuasive personality.
Excellent interpersonal skills with the ability to build rapport with a variety of groups
Superior decision making, problem solving and negotiation skills
Proficient at Salesforce and Microsoft suite
Adept at mobilizing an internal team to drive and deliver a compelling value proposition to the customer through matrix management.
Education/Experience:
Bachelor’s degree in business, management, or related field preferred or equivalent work experience
Five years or more of Transportation experience in multiple modes
Demonstrable track record of crushing sales quotas
Minimum of 10 years of sales experience with third-party logistics provider or complex asset-based provider
AFS is an equal opportunity employer and prohibits discrimination and harassment of any kind: AFS is committed to the principle of equal employment opportunity for all teammates and to provide teammates with a work environment free of discrimination and harassment.