Account Manager

Account Manager

Account Managers grow and maintain profitable ArcBest business by selling and marketing ArcBest solutions and services to current and prospective customers.

Responsibilities

• Manage business relationships and entertain customers
• Work in a team setting to accomplish goals
• Create service solutions for customers' unique business problems, and initiate pricing
• Identify customer challenges; develop and implement solutions to create opportunities
• Complete itinerary and call report as required by Company guidelines and IRS regulations
• Assist in collection process and cargo claim prevention, as needed
• Make sales calls and presentations to customers of all sizes
• Maintain a positive, customer-focused attitude in a highly intense environment
• Negotiate service requirements and prices; establish service packages
• Other duties and projects, as assigned
• Maintain accurate territory account information in ArcBest database
• Conduct calls and face-to-face meetings with customers
• Obtain and develop new accounts utilizing Company techniques and methods
• Conduct and receive phone calls and emails to identify opportunities, solve problems, build relationships, secure profitable business, and increase market share
• Collaborate with customers, front-line management, and various ArcBest departments
• Interact with all employees and customers in a professional and courteous manner
• Monitor the Company's industry competitors, new products, and market conditions to understand a customer's specific needs
• Develop sales strategies and a comprehensive understanding of customers' business models
• Complete monthly sales audit reports and expense reports, as company guidelines require
• Aggressively pursue customers using networking, social media, customer referrals, etc.
• Maintain and grow expertise of ArcBest service offerings
• Exhibit excellent customer service

Requirements

• Education: Bachelor's Degree, preferred
• Relevant experience will be considered.
• Transportation industry and related sales experience, preferred
• Proficient in Microsoft Office Suite.
• Current and legal driver's license to operate motor vehicle.
• Knowledge of business solutions, competitors, and decision makers, preferred
• Knowledge of ArcBest company policies, services, computer systems and services capabilities, preferred

Competencies

• Addressing Customer Needs
• Cross-Selling
• Negotiating
• Perseverance and Follow-Through
• Problem Solving
• Relationship Management
• Sales Closing and Agreements
• Selling

Other Details

• Work Hours: Generally, Monday - Friday between 8:00 am - 5:00 pm with occasional irregular hours depending on workload and customer events.
• Travel Requirements: Minimal (0%-25%)
• Compensation: This is a salary position paid biweekly. Variable compensation is included.

ArcBest is a multibillion-dollar integrated logistics company that helps keep the global supply chain moving. We offer ground, air, and ocean transportation through various capacity providers, including our LTL carrier ABF Freight, our truckload service MoLo, and our expedite fleet, Panther Premium Logistics. Through our managed solutions, we partner with customers to create logistics strategies that increase operational efficiencies, reduce costs and give better insights into their supply chains. We also offer moving services through U-Pack. Our technology and innovations team, ArcBest Technologies, provides custom-built solutions, leading-edge technology, and advanced analytics that help support our customers and optimize supply chains. Want to join the ArcBest team? We're looking for top talent who supports our values-driven culture and is driven to deliver an excellent customer experience.