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JOB SUMMARY

 

The Senior Account Executive – Association will develop and implement channel strategies and tactics by working closely with the VP, Director and key Association customers.  Strategies and tactics will be related to the successful implementation of all solutions offerings, including, but not limited to:  YRCW Operating Companies including HNRY Logistics.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

  1. Actively pursue and qualify valued business opportunities. Drive revenue growth and increase market share through business partnerships, collaboration, strategic planning.
  2. Develop and manage comprehensive sales territory for Association customers in order to meet/exceed annual revenue and profit objectives.
  3. Achieve the required sales metrics through successful selling and positioning in the Association marketplace. Metrics include, but are not limited to new sales revenue, gross profit, customer satisfaction, account retention and growth.
  4. Prospect for new association accounts to generate new revenue and profits for channel within assigned geographical area.
  5. Perform in depth analysis and research to understand competitive strategies related to Association marketplace. Remain abreast of competitive activity within Association marketplace and react/communicate appropriately.
  6. Actively participate in industry related events and meetings to promote Association Solutions offerings. Attend key customer meetings and shows, to include public speaking engagements as needed.
  7. Facilitate contract agreements with Association customers working with support team and appropriate contacts.
  8. Manage T&E budget within guidelines. Accountable for ROI related to Association Solutions resources and costs used to support territory growth plans.

COMPETENCIES

  1. Adaptability - Maintaining effectiveness when experiencing major changes in work responsibilities or environment (e.g., people, processes, structure, or culture); adjusting effectively to change by exploring the benefits, trying new approaches, and collaborating with others to make the change successful.
  2. Building Trusting Relationships - Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
  3. Collaborating - Working cooperatively with others to help a team or work group achieve its goals.
  4. Communication - Conveying information and ideas clearly and concisely to individuals or groups in an engaging manner that helps them understand and retain the message; listening actively to others.
  5. Continuous Learning - Actively identifying new areas for learning; regularly creating and taking advantage of learning opportunities; using newly gained knowledge and skill on the job and learning through their application.
  6. Initiating Action - Taking prompt action to accomplish work goals; taking action to achieve results beyond what is required; being proactive.
  7. Work Standards - Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards of excellence rather than having standards imposed.

 

 


MINIMUM REQUIREMENTS

  1. Bachelor’s degree or the equivalent combination of education and experience.
  2. Seven (7) years of experience in sales.
  3. Three (3) years of experience in Associations.
  4. Effective verbal, written, and interpersonal communication skills.
  5. Proven leadership and successful track record in transportation sales environment. Ability to meet commitments and achieve aggressive goals.

PREFERRED QUALIFICATIONS

  1. MBA or Master’s degree in transportation, logistics, or other post-graduate level education.
  2. Experience working with multiple modes of transportation or a variety of member benefits programs. 

WORKING CONDITIONS

 

This job operates in a professional office environment indoors. Routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, and fax machines.  Required to travel between terminal sites and customer locations.

 

PHYSICAL DEMANDS

 

The position requires the ability to spend long hours sitting or standing while using office equipment and computers. Ability to perform repetitive tasks such as typing and keying. Occasional lifting, pushing/pulling, carrying 50 lbs of supplies and materials is required.


YRC Worldwide is an Equal Opportunity/Affirmative Action Employer
Minorities/Females/Persons with Disabilities/Protected Veterans

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