Strategic Account Executive - Pipeline

Responsibilities

: Growth

• Proactively identify, pursue, and maintain a constant pipeline of potential customers that will meet or exceed established quotas via prospecting, networking and referral activities.
• Responsible to extend or renew existing contracts before or upon contract expiration, as well as identify opportunities for customer growth in new geographic locations or with additional products and services.
• Gain and maintain access to decision-makers via a disciplined and structured prospecting regimen.
• Pursue a balanced portfolio of Penske Logistics products and services as determined by the product business plan; evaluate each growth opportunity against current expertise and plans for future focus.
• Capitalize on Penske Logistics current market sector knowledge and participate in efforts to diversify into strategic verticals.
• With a thorough understanding of the customer’s business model, collaborate with the Product Line Manager to identify and propose logistics solutions to customers utilizing Penske Logistics products and services that translate into closed, contracted business deals.
• Take the lead in negotiating and closing deals by uncovering and addressing objections / concerns from the customer; represent customer’s position during the negotiation process to key members of the Penske Logistics negotiation team.
• Other projects as assigned by the manager. Customer Focus
• Develop comprehensive understanding of the customer’s business model and their unique challenges to growth or competitiveness.
• Establish relationships with strategic customers with decision making authority and / or influence.
• Ensure customer satisfaction with existing customers by establishing a consistent communication plan with key stakeholders, including regular and timely reviews. Internal Business Partnerships
• Lead the sales process by involving the Product Line and Operations Teams to successfully develop a strategy to win and satisfy prospect and customer needs.
• Develop strategic partnerships with Penske Truck Leasing and inside the Penske Logistics organization; utilize influence and persuasion skills to ensure that deals receive appropriate internal approvals.
• Participate in, and play a leadership role within, account management teams, working closely with Operations, Product, Engineering / IT, and Finance participants. Reporting
• Accurately and timely track growth opportunities through use of Salesforce.
• Take the lead in communicating direction and progress / status of deals to senior leadership.