Enterprise Account Manager

Position Summary

The Enterprise Account Manager fosters strong customer relationships while balancing the management of a variety of complex clients who do business both domestically and internationally. This individual also develops new cross-sell business opportunities. This position monitors client engagement from commencement of project proposals to day-to-day activities to project completion.

Essential Duties and Responsibilities

Duties include but are not limited to the following:

• Encompass the Mission! Work effectively with the eShipping teams and individuals, consistent with our Mission, Five “E” Philosophy, and Core Values.
• Manage complex, functionally diverse, and nationally dispersed groups of clients
• Maintain strong relationships within the client organizations at the decision-maker and end-user levels; present a consistent company image to those clients; build and maintain high levels of client satisfaction
• Establish broad and deep relationships as multiple levels within the Customer; ranging from day-to-day points of contact to C-Suite.
• Conduct a full transportation and/or technology analysis and determine the specific need(s) of potential clients
• Using Power BI analytics, identify & execute opportunities to improve Customer performance in various KPIs
• Manage the contract renewal process
• Support day-to-day operations
• Conduct quarterly and annual account reviews
• Pursue upsell growth opportunities with current customers looking for new mode opportunities
• Promote account penetration by pursuing system integrations with customer systems
• Nurture prospect relationships over extended sales cycles
• Manage the negotiation and closing process for each unique contract
• Work with Customer to implement continuous improvement projects
• Work with internal groups to review account performance and profitability
• Understand TMS and Power BI and be able to train and support assigned customers.
• Work internal groups on At-Risk accounts to resolve any potential problems within.
• Other administrative duties as assigned

Specific Department Responsibilities

• Must be available for travel 25% of the time

Required Skills and Abilities

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

• Ability to work independently with minimal leadership oversight
• Excellent customer service, time management, and teambuilding skills
• Ability to work effectively in a fast-paced environment
• Ability to negotiate and close sales
• Excellent oral and written communication skills; ability to understand, interpret, and explain complex and abstract issues and respond appropriately
• Able to utilize sound, independent judgment and make responsible decisions and recommendations
• Excellent follow-through and detail orientation
• Able to effectively utilize computer programs including Word, Excel, and Transportation Management System
• Ability to work with a variety of people and personality types
• Able to work within a fast-paced team environment
• Flexibility to work extra hours as necessary to meet customer needs

Minimum Education and Experience

• Appropriate industry or account management experience
• Transportation experience a plus
• Bachelor’s degree or equivalent experience

Physical Demands and Work Environment

The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions. This description reflects management’s assignment of essential functions; it does not proscribe or restrict the tasks that may be assigned.

• Physical Demands: While performing the duties of this job, the employee is regularly required to remain in a stationary position for at least 50% of the time. The employee needs to occasionally move about inside the office to access file cabinets, office machinery, etc. The general level of physical activity would be defined as sedentary. The employee is regularly required to operate a computer and other office productivity machinery, such as a calculator, telephone, copy machine, and printer. Some movements of the hands, arms, and wrists may involve repetitive motions. Specific vision abilities required by this job include the ability to detect, determine, perceive, identify, recognize, judge, observe, inspect, estimate, and assess various activities and surroundings.
• Cognitive/Mental Requirements: While performing the duties of this job, the employee is regularly required to comprehend and use basic language, either written or spoken, to communicate simple and complex information, ideas, and information. The employee is also required to use logic to define problems, collect information, establish facts, draw valid conclusions, interpret information, and deal with abstract variables for unique or unfamiliar situations. The employee must use problem-solving skills to formulate and apply appropriate courses of action for routine or familiar situations. The employee may be required to perform numerical operations including basic counting, adding, subtracting, multiplying, and dividing or more complex quantitative calculations.
• Work Environment: While performing the duties of this job, the employee is inside a central heat and air-conditioned office building. The noise level in the work environment is minimal.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of an employee. Duties, responsibilities, and activities may change at any time with or without notice.

eShipping LLC is an equal opportunity employer.