Purpose/Job Function: The Director of Strategic Accounts (Hunter) is focused on identifying and securing new business opportunities while building and nurturing relationships with potential clients. This role is dedicated to driving revenue growth by proactively selling AFS solutions to qualified prospects. Upholding our core values of Ethics, Engagement, and Excellence is essential in all interactions.
Essential Functions:
Prospecting: Take the lead in identifying and pursuing new clients for AFS services within the assigned region, with a strong emphasis on cold calling and networking.
Sales Strategy Development: Create and implement targeted strategies to penetrate new markets and acquire multimodal/multiservice opportunities.
Lead Generation: Actively generate leads through cold calling, attending industry trade shows, networking events, and leveraging referrals.
Client Engagement: Conduct thorough research to understand prospective clients' needs and tailor sales approaches accordingly.
Value Proposition Presentation: Effectively communicate AFS's value proposition through compelling presentations and demonstrations of products and services.
Relationship Building: Establish and develop relationships with key decision-makers, including C-level executives, to understand their business challenges and position AFS as a solution provider.
Negotiation and Closing: Lead negotiations with potential clients, ensuring a win-win outcome while securing agreements that align with AFS's business goals.
Collaboration: Work closely with internal teams (operations, pricing, account management) to ensure smooth transitions from prospecting to onboarding new clients.
Salesforce Management: Utilize Salesforce to track leads, manage the sales pipeline, and report on sales activities and forecasts.
Market Intelligence: Stay informed about industry trends, competitor activities, and market demands to adapt strategies and identify new opportunities.
Qualifications and Requirements:
Proven track record in sales and business development, particularly in the transportation industry.
Strong consultative sales experience with a focus on hunting for new business.
Exceptional communication skills with the ability to engage and influence C-level decision-makers.
Established network of contacts within the transportation sector.
Highly motivated and driven to meet and exceed sales targets.
Strong problem-solving and negotiation skills.
Ability to work autonomously in a fast-paced, entrepreneurial environment.
Excellent interpersonal skills with a knack for building rapport quickly.
Proficient in Salesforce and Microsoft Office Suite.
Strong time management skills and ability to prioritize effectively.
Proven ability to adapt to changing priorities and manage multiple tasks.
Completion of the AFS Business Protection Agreement.