Account Executive

XPO Logistics is a top ten global provider of transportation and logistics solutions. We provide services for truck brokerage and transportation, less-than-truckload, intermodal, highly-engineered supply chain solutions, contract logistics, last mile, expedite, global forwarding and managed transportation.

XPO provides cutting-edge supply chain solutions to the world's most successful companies, including Boeing, Home Depot, Ikea, L'Oréal and many others. We're growing worldwide. And we're constantly looking for talented individuals at all levels who can deliver the caliber of service our customers require. If you're ready to give us your best, let's talk. We'd like to invest in you.

* Will put your sales skills to work every day to provide shipping and logistics solutions to customers in your protected sales territory. * Will meet daily with customers at their facilities and be a true business partner to them. * Will ask questions and solve challenges pertaining to their shipping and receiving needs * These businesses will look to you to provide the most cost effective solutions, maximizing time and money and doing so in a safe manner. * Will be a customer service and sales champion as they will see you as a resource to ensure that their raw materials, components and finished products arrive and exit their facility in a timely, cost effective and damage free manner. **Description of Essential Job Functions:** * Ability to utilize ICON / 4D / SPIN Selling techniques at all sales calls that allows for exceptional listening and communication skills * Continual and increased knowledge of how to apply time to customer opportunity using 4D / ICON and SPIN Selling models along with SFDC. * Planned communication with customers using email, phone and face to face contact depending on the time / opportunity relationship. * Develop and maintain relationships with existing customers using email, phone, face to face contact along with lunches and after hours entertainment * Ability to develop relationships vertically and horizontally within a customer * Maintain and grow share of wallet within existing customers, gain share of wallet from new customers and grow market share within your assigned territory * Achieve quotas, excel on the performance management report and maximize bonus payments * Negotiate contracts and pricing with customers based on the ICON model. * Collaborate with drivers sales representatives and customer service representatives to network with customers to increase territory and customer knowledge while growing market share * Collaborate with service center personnel to resolve customer issues * Involve service centers managers, supervisors, directors of sales and operations to network within the customer and XPO Logistics * Properly use SFDC and expense reports * Perform other duties as assigned

* Two years of direct Business to Business selling experience in an organization that has sales training programs * Bachelors degree or the equivalent skills and/or work experience Training or experience using Business to Business negotiating skills such as ICON or Harvard Business Study based negotiating tools desired A working understanding of SPIN Selling or other needs based selling models is strongly recommended * Experience working with salesforce.com or other CRM is desired * Proven track record of sales success, customer relations * Extremely competitive, professional and driven * High ability and desire to learn, change and improve * Excellent oral and written communication skills, including basic computer skills and familiarity with Microsoft Office products * Ability to ask questions, listen carefully and understand customer’s needs and opportunities * Effective time management and organization skills. * Ability to understand competitor strategies, products and pricing patterns. * Able to entertain customers in the evening / weekend once or twice per month or be at an evening / overnight meeting once or twice per year * Maintain a valid driver’s licenses.