Key Account Manager

JOB SUMMARY:

The Strategic Key Account Manager will execute Capstone’s go-to-market strategy, drive growth for the company, while managing existing and future strategic accounts. Working with Capstone’s last mile delivery division, this person is responsible for achieving defined revenue and margin growth targets through the management of complex solutions to existing, large, and strategically important customers. This position is a critical part of the team that oversees the success of existing strategic partners, working alongside operations to meet customer required SLA’s. The mission of this team is to increase the company’s market share and maximize returns, to thrive against competitors.

The ideal candidate will have broad and deep relationships with buyers and operators of last mile delivery and distribution services. These include parcel consolidation, dedicated route deliveries, DDU, and priority courier services with consumer product companies, healthcare providers, industrial manufacturers, retailers, and/or distributors. The candidate needs to be an effective collaborator and motivator who can lead a team of subject matter experts to sales success. This is a high-impact, highly visible role that requires a strategic, personable, creative, analytical, results-oriented, and organized leader.

ESSENTIAL FUNCTIONS:

Responsible for overseeing assigned existing strategic partners to maintain and exceed service levels, uncovering margin gains and identifying growth to additional markets with those partners. This involves identifying business opportunities, designing creative solutions with internal stakeholders, selling concepts to existing customers, and building/maintaining relationships throughout diverse organizations.

Own the relationships with the partner, while successfully leading internal operational teams and subject matter experts to coordinate successful functions.

Conduct daily, weekly, monthly and quarterly on-line or in-person meetings to execute daily requirements and report findings to both partner and internal team members.

Partner with operations to implement assigned strategic account implementations or corrective action activities.

Conduct industry and target customer research as well as competitor analysis. Stay current on market trends, research, and tools.

Partner and collaborate with all company divisions to successfully execute cross-selling activities.

Periodically represent the company at industry events and conferences.

Perform additional responsibilities as assigned

QUALIFICATIONS:

• Minimum 7 years of experience in last mile logistics and/or supply chain management consulting
• Minimum 4 years sales/account/solutions management experience in third-party logistics and/or supply chain consulting. Demonstrated success in sales quota attainment required.
• Bachelor’s degree in Logistics, Marketing, Business, Communications or related.

Prefer past work experience in operations and/or engineering within the logistics industry

• Significant Account Management, Business Development and Project Management experience required
• Industry experience includes, but not limited to: Consumer Goods, Food & Beverage, Industrial Manufacturing, Healthcare, Retail, and Third-party Logistics
• Candidates must possess and demonstrate strong communication skills, both written and oral, with the ability to lead meetings and make presentations to a wide audience, including C-level executives as well as hourly personnel
• Ability to travel extensively across the U.S. and Canada
• Strong Word, PowerPoint and Excel skills required as well as proficiency with the broader MS Office suite
• Thorough knowledge of sales and marketing technologies (CRM, LinkedIn Navigator, etc.)

COMPETENCIES:

Consistently achieving results, even under tough circumstances

Experience with consultative selling techniques and proactive sales processes - demonstrated ability to serve as a “trusted advisor” to current and potential customers

Strong experience in managing complex and difficult negotiations resulting in win/win conclusions; this includes a solid financial understanding and experience in handling legal matters and setting up complex service contracts and incentive programs

Highly organized, strategic, and creative personality with strong business acumen

Robust attention to details without losing sight of the big picture

Strong prioritization skills with the ability to make strategic choices and decisions which align with company goals

Logistics solution design and financial analysis expertise preferred

Strong problem solving, negotiation, and interpersonal skills

Ability to lead and inspire direct / indirect reports, strategic partners, and vendors

Competence to work independently and with minimum direction

Up-to-date knowledge of logistics best practices

Holding self and others accountable to meet commitments

Anticipates and balances the needs of multiple stakeholders

Must demonstrate integrity, enthusiasm, and initiative in their daily work

We will offer the successful candidate:

· Salary commensurate with education, experience, and skills

· Bonus incentive based on operational performance.

· Benefits after 30 days including major medical, dental, vision, life, STD, and LTD.

· 401K

· PTO

Capstone Logistics is an Equal Opportunity Employer committed to quality through diversity. We are a Drug- Free Workplace; background check required.