Enterprise Account Manager

3 weeks ago

Winnipeg, Canada Bison Transport Full time

The **Enterprise Account Manager (EAM)** is responsible to drive growth and maximize retention of a portfolio of Enterprise
- level accounts, plus hunt for new Enterprise-level customers. The EAM creates demand, identifies new opportunities within their portfolio, and sells creative solutions aligned to customer needs. The EAM is responsible for representing the voice of the customer internally, with the goal of driving continuous improvement and collaborating to deliver on customer commitments across multiple teams and geographies. EAM’s utilize their understanding of Bison’s modes/services/products, technology, and business process to retain and grow customers within their portfolio through the sale of diverse products and services.

**Specific Responsibilities Include**:
Business Development:

- Responsible for generating new revenue through the development of new and existing customer accounts.
- Pursue growth by building strong relationships with customers and mining those relationships to identify opportunities.
- Understand their customer’s potential total logistics spend, what modes and markets they ship in, and create strategies to create opportunity to further intertwine our network with theirs leveraging internal customer contacts as needed for introductions to other business segment leaders.
- Work in conjunction with service lines to qualify opportunities, design specific customer-oriented solutions and coordinate the appropriate internal resources to close business.
- Accountable to delivering quarterly and annual reviews with their customers, conducting meetings via teleconference as well as in person.
- Accountable to building a strategic growth plan for each customer and work with internal resources to execute that strategic plan.

Financial:

- Accountable to the financial success of the business relationships they manage.
- Ensure that all service lines are operated profitably within their account base.
- Accountable to ensure that pricing for their accounts is aligned with market and aligned with profitable outcomes.
- Ensure that all invoices are paid in specified timeframes.

Service Quality:

- Monitor service levels and be the voice of the customer within Bison.
- Coordinate internal resources to ensure the delivery of quality service(s) to their customer base.
- Serve as an internal point of escalation for Account Management and Operations teams to resolve issues with their customers.
- Look for ways to continuously improve business processes in their account base to optimize productivity of the business they manage.
- Coordinate/manage internal resources in the onboarding of opportunities to ensure success.
- Own the successful onboard of new business whether that be new customer’s or new lanes with existing customers. This includes sharing the ‘what’, ‘when’, ‘where’, ‘why’ and ‘how’s’ with the operational and stakeholder teams as well as ensuring the Account Management, Customer Operations and Invoicing and Collections teams have all they require to meet customer expectations.

Data Quality/Management:

- Accountable to ensure that they, and the teams that manage and operate business on their behalf, are leveraging technology and process in such a manner as to align with organizational goals surrounding data quality.
- Document all interactions in CRM, including meetings held, opportunities created, and contacts made.

Prospecting/Selling:

- Prospect new accounts or re-engage dormant accounts 10-30% of the time.
- Expected to both “farm” and “hunt”. In addition, they will assist AM teams in the closing of opportunities mined from accounts in their portfolio.

Market Awareness:

- Stay current on Transportation market trends and topics and will use that information to inform internal resources and their customers on how those topics and trends may impact their business.
- Use market intelligence to help set sales and pricing strategies.

Other Tasks:

- The EAM will, at times, be expected to represent Bison at industry events and conferences.
- Prior sales experience is an asset.
- Transportation industry knowledge and a solid understanding of how goods are transported in North America.
- Strong negotiating skills.
- Strong communication skills; written and verbal, and in-person presentation.
- North American transportation market experience.

**This job is classified under NOC Code**: 64101.

**Why Bison**:

- Thrive in a supportive team that provides coaching and training to help develop your skills and progress your career
- Dispersed work environments that promote a healthy work-life balance
- Meaningful and impactful work and projects with an essential service provider
- Join our engaging Wellness Program & extracurricular sports teams

**About Bison**:

- Celebrating over 50 years in Business
- Active in giving back through Corporate Social Responsibility and Charitable Giving
- Committed to environmental sustainability

Bison Transport

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