Local Account Executive

Ensure the customer is always serviced first by focusing on Ward Corporate Cultural Beliefs. Responsibility for growing quality and profitable business within areas of excess lane capacity. To be a well-trained provider of LTL and Vertical Solution segment business to targeted customers to meet the company’s growth and operating income goals.  ResponsibilitiesDUTIES AND RESPONSIBILITIES:1. Service the customer.Through personal contact, understand key decision makers and customer supply chain needs. Consistent collaboration with assigned accounts as well as to the Operations team ensuring customer needs and expectations are met.Keep the Operations team informed about service failures through New, Lost, and At-Risk Business Reports.Communicate customer requirements and freight characteristics concisely to all departments and other service centers.Have a complete understanding of the competitive arena within each customer as well as negotiate market pricing that will drive profitable growth within each account.Support both Inside Logistics Solution Managers and Operational efforts within the Regional Service Center as well as Service Centers in the Ward Transport & Logistics direct footprint through participation in Business Development Strategies (BDS)2. Attain overall revenue goals: Attain revenue in targeted zones/products as outlined through the local Service Center Business Development System. This includes the attainment of individual Outbound, Inbound, Ward Nation, and Vertical Solution Segmented growth (Dedicated, Brokerage, Expedited, Warehousing, Transportation Management Software & Ward Logistics) within and outside the specific Regional Service Center.3. Effectively plan and report sales activity:Actively work the Master Call Cycle Planner, primarily selling existing capacity within targeted grids, zones, and line-haul lane needs.Effectively utilize time by planning and scheduling customer appointments and completing tasks to meet set deadlines.Actively participate in the monthly Service Center Business Development meeting and follow up accordingly on assigned action steps.Keep accurate, organized client files.Ability to review Excel formatted reports to identify weekly/monthly account trends.Meet minimum standards concerning sales calls, lunches, and evening/weekend entertainment.Report new, lost, and at-risk business weekly.4. Supplement selling practices using tools within the Ward Way Selling System to grow Profitable business segments:Actively support current marketing campaigns.Collaborate and support Corporate Account Executives with defined Corporate Account locations within your specific territory.Develop/foster a Driver Soft Selling program by encouraging driver sales leads, driver meeting collaboration, and riding with drivers in targeted areas.Possess working knowledge of local Business Development Strategy to sell capacity needs within the service center.Effectively negotiate contracts before the expiration of the contract.5. MiscellaneousPossess knowledge of competitors’ offerings to sell Ward’s strengths effectively.Pursue personal development opportunities and encourage others along the same path.Possess knowledge and uncover opportunities to sell Ward’s integrated services.QualificationsMust possess a valid driver’s license and have a motor vehicle background report within company guidelines to operate a company car.Previous sales experience with a proven success record of achieving goals.Transportation experience is preferred.Must possess good verbal and written communication skills that foster two-way internal and external communication.Must demonstrate successful leadership abilities and desire to work as part of the service center team.Good organizational skills and knowledge of online computers and familiarity with PC systems.Ability to work hours required and travel as required.Four (4) year college degree is preferred, but specific industry experience may be substituted.