VP of Strategic Accounts

XPO provides cutting-edge supply chain solutions to the world's most successful companies, including Boeing, Home Depot, Ikea, L'Or?al and many others. We're growing worldwide. And we're constantly looking for talented individuals at all levels who can deliver the caliber of service our customers require. If you're ready to give us your best, let's talk. We'd like to invest in you. (NYSE: XPO)
This person will be responsible for developing full potential of assigned strategic accounts (defined as customers who have sales revenues in excess of $ 500 million annually) and sell the full portfolio to these accounts, ensuring that we maximize our share of wallet. Generate a minimum of $12 million in Annual Revenue growth year-over-year from assigned accounts. Develops the accounts in all areas of XPO Logistics portfolio with emphasis on multiple product purchases. Works with all XPO Logistics functions to support and assist in problem resolution pertaining to customer issues including but not limited to collections, pricing, and service issues. Assures Gross margin performance of 10-15% and growth in revenue and gross margin of assigned strategic accounts by 10-20% over the prior year?s base.
ESSENTIAL JOB FUNCTIONS:
+ Targets and lands a minimum of 15 assigned new strategic accounts a year whose current logistics and distribution system would provide an opportunity to implement XPO Logistics services, generating a minimum of $ 7.5 million annually, while assuring overall gross margin performance from assigned accounts of 10-15%. A new account is defined as one that has not been active with XPO Logistics for the most previous 6 months.
+ Grows total revenue and gross margin from assigned strategic accounts by 20-25% over each prior year; markets all available services, including the Logistics and Supply Chain Solutions to new and existing accounts. Targets the customer?s total distribution chain to maximize revenue and margin opportunities.
+ Effectively understands the evolving XPO Logistics portfolio to be able to maximize the amount of customer spend XPO can penetrate. Sell at least two products to 20% of the assigned customer base. A product is defined as a XPO Logistics line of business ? currently Brokerage; Contract Logistics; Expedite/NLM; Final Mile; Global Logistics and Intermodal. This definition may be expanded as the portfolio grows.
+ Establish and maintain an effective working relationship with at least 3 brokerage branches.
+ Coordinates the development of custom logistics programs or bundled service offerings for the prospective customer. Interfaces with Marketing, Pricing, Operations, Customer Service and Accounting during program development, sales cycle and implementation for each of the XPO Logistics? line of businesses.
+ Becomes an intricate participant in the transportation and supply chain planning of the customer developing 3-5 year plans and offerings of transportation solutions.
+ Maintains close customer relations through on-site visits. Provides input to Marketing and Executive Management on emerging marketplace trends; competitor offerings; customer needs; and value; opportunities and gaps of current XPO Logistics product offerings.
+ Consistently makes 7-10 face-face customer calls a week with the goal of 9-12 over twelve months in the role. Use available social media tools to effectively penetrate cold accounts and expand further into existing customers. Visit each Ultimate Parent at least 3 times a year at the decision making level.
+ Effectively and consistently document all required customer activity in SalesForce, including but not limited to, keeping contact information current; entering in face-face calls and customer entertainment events with notes within seven days of occurrence; entering and keeping updated all opportunities that are over $ 50,000 in annual revenue; establishing and updating the account strategy for at least the top ten customers, as determined by overall revenue and potential.
+ Effectively participate in assigned conferences, representing XPO with a high level of professionalism and engagement. Ensure all conference meetings are scheduled on an efficient basis and related meetings notes are entered into SalesForce in a timely matter. Further identify and direct all customer follow-up actions as needed.
+ Manage within the expense policy and ensure as much advance scheduling is done as possible. Manage expenses within the assigned budget and submit expenses in a timely manner with the proper documentation.
+ Does not act as the liaison between the customer and XPO Logistics Solutions to resolve service problems and issues. Ensures the Account Management function within the lines of business is effectively providing timely solutions to problems and feedback to the customer.
+ Completes other related duties as assigned.
SUPERVISORY RESPONSIBILITIES:
None
WORK ENVIRONMENT
The working environment includes both a typical office environment with minimal exposure to with minimal exposure to excessive noise or adverse environmental issues, and outside travel by automobile and/or airplane where conditions will include smog, traffic congestion and other exposures to environmental hazards.
This job will require the employee to travel between 50 and 70 percent of the time.
The incumbent must:
+ Hold a minimum of a Bachelor?s degree in Sales & Marketing or Transportation & Logistics or equivalent transportation and logistics experience.
+ Have ten years-experience in sales of transportation and distribution systems, and a general understanding of rail; intermodal; highway operations; last mile; contract logistics and supply chain processes.
+ Have demonstrated experience in logistics sales and sales management, and prior sales experience with a proven track record of success delivering annual sales results around Revenue, Volume and Gross Margin targets. Demonstrated ability to grow and sustain a portfolio of transportation products of at least $25 Million per year or more is preferred.
+ Possess well-developed interpersonal and management skills; results orientation, high integrity; collaborative style; demonstrated ability to motivate personnel; get along with diverse personalities; be decisive and establish credibility; team player.
+ Be a highly professional representative of the company at all times. Protect company confidentiality surrounding current or future business strategies.
+ Have good analytical and organizational skills; ability to prioritize tasks and meet deadlines. Analytical skills include the ability to understand what drives the EBITDA gross margin of the customers? business and needed actions to improve it.
+ Effectively communicates orally and in writing to represent XPO Logistics in a highly professional, competent manner. This job duty includes using only approved XPO Logistics presentation material.
+ Have the ability to use standard office equipment such as computer terminal, calculator, copier, and fax.
+ Be able to meet the following physical requirements with or without reasonable accommodation:
+ Use hands to manipulate, handle, feel, and control items or equipment;
+ Reach with hands and arms;
+ Talk and hear;
+ See and be able to read, write, and interpret text, spreadsheet, and graphical documents;
+ Occasionally lift and move objects weighing up to 25 pounds.
The Functions, Qualifications, Responsibilities, and Requirements listed above represent the essential functions of the job, which the incumbent must be able to perform either with or without reasonable accommodation. The listed Job Functions do not necessarily include all activities that the incumbent may perform.
Job ID: 2015-5186 ee41bea4bd134f67b1c680b7de69c692

Don't Be Fooled

The fraudster will send a check to the victim who has accepted a job. The check can be for multiple reasons such as signing bonus, supplies, etc. The victim will be instructed to deposit the check and use the money for any of these reasons and then instructed to send the remaining funds to the fraudster. The check will bounce and the victim is left responsible.

More Jobs

Strategic Accounts Manager (Bilingual)
Little Rock, AR Perfect 10
VP of HCM Transformation- Western US
Bentonville, AR Oracle
Strategic Account Manager - Operations
Bentonville, AR Oracle
Director Of Strategic planning And New Busines...
Little Rock, AR University of Arkansas Medical Center