Account Executive

3 weeks ago

Montréal, Canada C.H. Robinson Full time

**RÉSUMÉ DU POSTE**:
Le rôle de responsable de compte sera responsable de la croissance des activités existantes ainsi que de la prospection de nouvelles opportunités clients. Ce rôle sera responsable de l'exécution d'une variété de fonctions; augmenter les revenus des succursales en sécurisant de nouvelles affaires, développer les comptes internes existants avec une cadence mesurée de contact avec les clients, travailler avec les équipes client et tarification pour assurer la compétitivité du marché, augmenter les revenus grâce à l'amélioration des processus et l'adhésion des clients en vendant de nouveaux produits ou services.

**RESPONSABILITÉS**:
Les tâches et responsabilités de ce poste comprennent, sans s'y limiter, les éléments suivants:

- Fidéliser et développer un portefeuille clients
- Effectuer une analyse SWOT mensuelle simple et rapporter les principales conclusions à la direction lors des revues mensuelles du portefeuille
- Cultiver des relations consultatives à long terme avec des contacts à différents niveaux, en fonction de la complexité du compte, avec les clients existants
- Être en contact permanent avec les clients:

- Appeler et générer de nouvelles opportunités commerciales
- Rassurer le client que son entreprise a été exécutée sur
- Rencontrer le client où et comment il veut acheter
- Communiquer avec le client sur les problèmes et les tendances qui peuvent avoir un impact sur l'activité du client, fournir des suggestions pour améliorer les résultats pour le client
- Engager des ressources internes pour présenter et aligner C.H. Le menu complet des services de Robinson et les avantages correspondants de chacun pour le client
- Effectuer des analyses de données internes et des revues de pipeline hebdomadaires avec l'équipe commerciale (gestion de compte, ventes, directeurs généraux)
- Éduquer les clients sur les outils et la technologie CHR ; identifier les opportunités où les solutions RH et les rapports peuvent augmenter la satisfaction des clients et/ou stimuler l'efficacité opérationnelle ; s'assurer que les tarifs concurrentiels du marché et les conditions du marché en temps opportun et les avis aux clients sont communiqués
- Utiliser des outils de prospection tels que MSRT, Hoovers, LinkedIn et DataMyne pour qualifier les prospects
- Assister les cadres commerciaux et soutenir les campagnes de vente en fournissant des prospects chaleureux et en soutenant le cycle de vente et l'intégration des comptes, le cas échéant
- Documenter l'activité des clients grâce à nos outils de gestion des opportunités et de MDM
- Capacité à définir, développer et documenter les processus commerciaux (SOP) et les procédures (KPI) avec les clients

**QUALIFICATIONS**

Requis:

- Diplôme d'études secondaires ou équivalent
- Minimum 2 ans d'expérience dans le transport international
- Doit avoir un moyen de transport constant et fiable pour visiter les clients

Préféré:

- Doit être compétent en anglais et en français (oral et écrit)
- Baccalauréat d'un collège ou d’une université accréditée
- Une expérience en fret aérien est préférable
- Passion pour la vente et la relation client
- Souci du détail et solides compétences analytiques
- Solides compétences en communication écrite, verbale et de présentation, y compris la capacité de persuader, de motiver et d'influencer les autres
- Capacité à définir, développer et documenter les processus et procédures d'affaires
- Motivé, enthousiaste, persévérant, confiant, très motivé et axé sur les résultats
- Valorise un environnement de travail diversifié et inclusif***

The Account Executive role will be responsible for growing existing business as well as prospecting new customer opportunities. This role will be responsible for performing a variety of functions; increasing branch revenue by securing new business, developing existing house accounts with a measured cadence of customer contact, working with the client and pricing teams to ensure market competitiveness, enhancing revenue through process improvements and customer adhesion by cross-selling new products or services.

**DUTIES AND RESPONSIBILITIES**

The duties and responsibilities of this position consist of, but are not limited to, the following:

- Retain and grow a customer portfolio
- Conduct monthly simple SWOT analysis and report key findings to management during monthly portfolio reviews
- Cultivate consultative, long-term relationships with contacts at varied levels, based on account complexity, with existing customers
- Be in continuous contact with customers:

- Calling and generating new business opportunities
- Reassuring the customer that their business has been executed on
- Meeting the customer where and how they want to buy
- Communicate with the customer on issues and trends which may impact the customer’s business, provide suggestions to improve results for the customer

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