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.

• 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.