Enterprise Sales Executive- West

• Job Category Sales / Account Management

Since 1990, Forward Air has been a leading provider of ground transportation and related logistics services to the North American air freight and expedited LTL market. We offer surface shipping on an accelerated “time-definite” basis, delivering cargo at a specific time, but under less time-sensitive situations – supplying you with a cost effective, reliable alternative to air transportation. We work with companies of all sizes to develop tangible advantages and build the best products to meet your specific needs.

Forward Air presents to the wholesale transportation community (logistics companies, freight forwarders, integrated air cargo carriers, passenger/ cargo airlines, and non-traditional shippers), a single-source provider that can deliver more supply chain services and a superior menu of choices. Throughout the years we have added supplementary lines to our linehaul service, such as full truckload operations (Truckload Services), final-mile coverage (Complete® Cartage), and an Airline Logistics program, and we will continue to expand our services to meet the changing needs and growth of our customer base.

Forward Air is structured to optimize both savings and service to our customers. Direct partnerships with owner-operators and other surface transportation providers, enable us to remain cost-competitive. The Forward Air network is designed with over 90 facilities located at or near major U.S. and Canadian airports, 12 regional sort centers and over 300 beyond points (secondary airports provided through our Complete Cartage service), creating one of the most comprehensive linehaul networks in the industry.

Job Description:

As a Enterprise Sales Executive within our direct sales organization, you will be responsible for maintaining and strengthening customer relationships within a defined territory assignment of large enterprise customers. This person must be comfortable operating in a complex selling environment of large multi-national companies to create opportunities for account growth while offering customers a full array of value-added services from the Forward portfolio.

Your ability to identify signing vs. buying authority, build a sales strategy to effectively nurture, penetrate and grow the customer relationship across all business levels will be necessary to achieve personal, and company sales goals in a fast-paced environment for large customers. Specific industry vertical experience and selling complex product lines that require advanced knowledge and/or advanced customer relationship skills are also preferred.

Core Responsibilities & Duties:

• Develop new business and growing revenue by identifying potential new customers, conducting background research on potential customers, discussing the customer’s supply chain with decision makers and other appropriate customer representatives, analyzing customer needs, and developing and implementing solutions
• Maintain existing business by developing an understanding of the customer’s business and supply chain through research and customer interaction, as well as collaboration with customer success executives to analyze customer needs and develop and implement solutions for retention of business
• Coordinate and collaborate with internal teams, such as specialized product sales teams and customer success executive as well as other internal Forward team members to provide a seamless and outstanding customer experience
• Regularly engage with customers to ensure customer understanding of Forward and our portfolio of solutions; to maximize customer utilization of the entire Forward portfolio
• Foster an outstanding customer relationship by providing regular business reviews, entertaining customers, developing solutions, exhibiting outstanding communication skills, both oral and written, and learning the customer’s business
• Leverage new and existing technology tools such as internal systems, mobile devices, and power point to deliver precise customer communications focused on precision execution
• Taking initiative to lead internal teams and demonstrate organization, discipline, and adaptability in the face…