Position Summary:
The primary focus of this role is generating revenue growth through initiation and development of Penske Logistics business opportunities with existing and new customers. This person will maintain a commercial relationship with existing accounts, identifying opportunities for vertical growth across product lines, and accomplishing post-contract term renewal of such accounts. In order to accomplish these account management and growth goals, this person will develop and maintain a solid sales pipeline of prospects, establishing deep relationships within those organizations. With a thorough understanding of the customers business model, must identify logistics solutions that translate into closed, contracted business deals.
Qualified candidates will have either direct logistics/supply chain sales experience or will have a blend of logistics operations experience and successful sales/business development experience. Position may be based out of Green Hills, PA or Atlanta, GA.
Major Responsibilities:
- Develop comprehensive understanding of customers business model and their unique challenges to growth or competitiveness
- Establish broad and deep relationships with strategic customer roles
- Work closely with Operations, Product, and Finance teams to ensure accurate scope and revenue capture, in accordance with commercial agreement
- Work closely with PTL sales associates on PL opportunities, being responsive to requests for business proposals in a timely fashion, and diligent in communicating rationale for qualifying or disqualifying such requests based on PL product and operating parameters
- Build and maintain a pipeline of potential customers, via prospecting, networking and referral activities
- Manage one or more current customers, establishing broad and deep relationships within the customer organization to ensure customer satisfaction, identify and secure share-of-wallet growth opportunities, and renew all contracts before or upon contract expiration
- Participate in, and play a leadership role within, account management teams, working closely with operations, product, engineering, finance and IT participants
- Adhere to account management guidelines as defined in our Value-based
- Account Management program, while proactively identifying value-creation opportunities for PL and customers
- Evaluate opportunities against our current service line expertise and plans for future focus
- Capitalize on our current market sector knowledge, but also may lead efforts to diversify into strategic verticals
- Develop broad and executive level networks through professional organizations, media and speaking engagements and industry conferences
- Other projects and tasks as assigned by supervisor
- 5 or more years executive level sales experience required
- Prior C-Level presentation experience, financial acumen, and strong organizational skills required
- Supply Chain expertise, preferably in multiple service/product lines preferred
- Specific logistics/supply chain industry and customer knowledge required
- Bachelors degree in Business or Supply Chain Management required
- Proficiency with computers includingMicrosoft Word, Excel, Outlook and PowerPoint required
- 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
Headquartered in Reading, Pa., Penske Logistics is a wholly owned subsidiary of Penske Truck Leasing. With operations in North America, South America, Europe and Asia, Penske Logistics provides supply chain management and logistics services to leading companies throughout the world. Penske Logistics delivers value through design, planning and execution in transportation, warehousing, international freight forwarding and carrier management. Visit www.PenskeLogistics.com to learn more.
Penske is an Equal Opportunity Employer
Job: Sales/Customer Service
