National Account Manager - Brokerage Sales

 

 

www.blackhawklogistics.net

Job Description:  Blackhawk Logistics 

National Account Manager

 

 

Objective:

 

New business development through Right Customer, Right Systems, Right Culture, Right People, Right Now, Results Now sales model.

 

 

Organizational Relationships:

 

1. Supervisor:  Director of Logistics

2. Other  Considered a leader within the organization

 

General Statement of Duties:

 

The National Account Manager (NAM) position will engage a role of pure new business development designed around Company interests (Lead pipeline to segment targeting of BHT, FLAT, LTL, OD and other high margin traffic). The National Account Manager will facilitate the transfer of secured account relationships to an assigned Account Manager for business retention and expansion. Through collaborative transition the National Account Manager will transfer (liaison) daily account maintenance while still preserving account presence as applicable. The exchange of account maintenance and transition diplomacy is crucial to the primary assignment of new business development and ultimate success of the position.

 

General Description of Duties: 

 

Prospect potential clients via telephone and in person

Build a clear, complete, mutual understanding of customer needs

Guide the customer in understanding specifically how our services satisfy their needs

Engage consultative sales approach via mission of “Making Business Easy” 

Overcome customer skepticism, misunderstandings, drawbacks and indifference through PSS

Negotiate rates and performance requirements that are mutually beneficial

Develop territory strategy in conjunction with Company strategy (Asset versus Non-Asset)

Collaborate with accounting to secure customer payments within terms

Conduct Sales presentations internally and externally

Manage account data within CRM system as applicable

Establish and maintain account data within TMW

Participate in marketing campaigns locally and nationally

Communication of account and territory activity

Perform duties in an independent and expeditious manner with minimal supervision

Continuous professional development (industry knowledge, literature, seminars, meetings, training and internal experience and extended education)

Overcome technical and business objections of prospective customers

Act as mentor for developing Associates

Achieve target goals for key performance indicators

Adherence to the value over price proposition

Additional duties and responsibilities as assigned

 

 

 

 

Professional Responsibilities

 

Blackhawk Logistics National Account Managers are considered leaders within the organization and the industry. The personnel assigned the NAM position are expected to adhere to minimum requirements of professional representation of behalf of the Company. Some of those responsibilities are, but not limited to: respect of Company and partner associates, personal presentation, adherence to written policies, protection of proprietary information, personal conduct that represents the nature of a leadership position and behavior that represents the highest level of integrity, honesty and ethics.

 

 

Measure of performance -Key Performance Indicators (KPI)

 

Revenue

Gross Profit

Gross Profit Margins

Leads contacted

Contact to close ratio

Meet or exceed performance goals provided

 

 

 

 

 

 

 

 

 

Blackhawk Logistics National Account Manager Job Description  March 2008  Rev.