SPS Commerce, Inc

Logistics Account Executive

Job Locations US-MN-Minneapolis
Posted Date 2 days ago(12/6/2021 12:45 PM)
Job ID
2021-6036
Category
Sales
# of Openings
1
Job Type
Regular
FTE Status
Full-time

Description

We're seeking an Account Executive on the Logistics team!  You'll get a chance to manage your own territory and handling everything from prospecting, coordinating internal resources, closing deals and then doing a seamless hand-off to our implementation team.

 

Our Logistic AE’s continuously seek new business derived from prospecting, partner development, territory management, and periodically going onsite with 3PL’s and Carriers. You will do annual and quarterly business planning to be used internally to set up your territory for success including running business reviews with your Customer / Partners. In addition, you’ll pull in resources from the sales engineering team, partner with other direct sales teams, and work to transition business to our implementation team or to ensure partner-led projects are running effectively. Once a new customer is onboard, this account will remain as part of the territory for possible upsell or cross sell. 3PL’s and Carriers will continue to grow their business with new Customers and increased volume with existing Customers, so their needs change as well. In this role, you will grow business with a constant mix of new and expanding clients with a strong emphasis on net new customer and partner acquisition. 

 

Why SPS?

 

We solve retail supply chain problems by cutting through inefficiency with innovation and automation. At SPS we empower retailers, suppliers, distributors, grocers and logistics partners to work better together with our people, our process and our tech products.

 

We have the world’s largest retail network, and we don’t just lead the industry, we are the industry. At SPS, we believe every employee makes a difference. We ensure employees have the tools, resources and training to explore new ideas and execute them. Our success comes from playing as a team and always playing to win. Careers don’t just grow here, they’re made here.

 

The Day-to-Day

This role will be a combination of 50% Direct Sales/50% Indirect Sales

  • Drive direct revenue and lead generation through strong business relationships and a prescriptive sales process with supply chain companies in the logistics and transportation sectors in your defined sales territory.
  • Creatively prospect for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively
  • Innovate sales in the supply chain & logistics market to uncover new business opportunities to help diversify SPS Commerce revenue sources
  • Embed SPS Commerce services within the solution portfolios of our logistics customers/partners.
  • Create thorough business plans that details the specific markets, activities, and milestones required to meet sales revenue and lead generation objectives.
  • Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together and aligns with SPS Values
  • Maintain a rolling 90-day pipeline to meet or exceed ARR quota
  • Maximize consistent and accurate sales, partner forecasts and metrics using specified tools and applications.
  • Run creative, full-cycle solution selling programs that meet or exceed objectives in generating revenue and/or qualified leads for other sales organizations at SPS
  • Work to maintain customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with Customer Success
  • Document key findings, progress, insights, and pipeline velocity in Salesforce.com

 What skills and experience do I need? 

  • Bachelor’s degree AND 2 years of relevant work experience OR some post-secondary education AND 3 years of relevant work experience
  • Relevant work experience is defined as 2+ years of sales experience with a minimum of 1 year in a commission-based new business sales role
  • Clear, concise, and confident communicator (verbal, non-verbal, written), including effectively altering vocal tone/inflection, listening, and writing relevant and engaging content
  • Proven aptitude for sales: bias toward action, entrepreneurial, engaging, resilient, listener, curious, grit, gumption
  • Demonstrative behaviors around integrity, relationship building, and leadership expectations

*EOE including disability/ veteran*

SPS Commerce offers a comprehensive package of benefits including health, dental, vision, disability and life insurance, paid time-off, 401(k), health and flexible spending accounts, stock purchase plan and more. 

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