The Enterprise Account Manager will drive growth by managing and expanding relationships with existing Fortune 500 Manufacturing sector customer accounts. This will oversee the entire sales process, from identifying and executing upsell and cross-sell opportunities, to collaborating closely with their assigned BDR and the Marketing team to implement an Account-Based Marketing strategy with their assigned accounts. This position requires regular travel, approximately 1-2 times per month, to meet with prospects and attend industry events.
KEY RESPONSIBILITIES
- Strategically prioritize and tier assigned enterprise target accounts within the Named Account list to ensure efficient and effective resource allocation.
- Build and nurture relationships with key prospect stakeholders, including C-suite executives, across multiple (often siloed) departments to facilitate trust and collaboration.
- Tailor and articulate the value proposition for the suite of post-freight audit solutions to diverse stakeholder groups with competing challenges, interests, and priorities.
- Build and actively manage a high-seven-figure sales pipeline, consistently meeting or exceeding sales quotas by closing two-to-three deals per quarter.
- Collaborate with internal teams (Marketing, IT/Ops, and Onboarding) to design and deliver tailored solutions for prospects.
- Stay informed about market trends, competitors, and industry developments to remain a subject matter expert and thought leader in the field.
- Collaborate with prospects on an Implementation Plan and Schedule prior to contract signature to ensure alignment and successful execution.
QUALIFICATIONS
- 8+ years of sales experience, with at least 3-4 years in enterprise sales roles.
- Experience in the freight post-audit industry or adjacent sectors, with a robust professional network of potential buyers in the Industrial Manufacturing sector (FORT500).
- Demonstrated track record of consistently meeting or exceeding quarterly and annual quotas in high-performance environments.
- Proficiency in executing consultative and value-based B2B selling methodologies.
- Experience selling six-to-seven-figure committed annual contracts to FORT100 companies.
- Experience utilizing an ROI calculator or similar tool to demonstrate the savings a customer will recognize with freight post-audit services.
- Detail-oriented and highly disciplined in using Territory, Account, and Joint Execution Planning tools.
- Ability to maintain energy and morale throughout extended sales cycles (8-12 months).
- Thrives in cross-functional teamwork with a focus on "Winning as a Team."
- Committed to continuous learning and enhancing expertise in the Freight-post audit industry.
- Knowledge of Microsoft Dynamics or a similarly robust enterprise CRM tool.
- Bachelor's Degree in Business, Accounting, Finance, or a related field.
