Account Development Manager

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Job Description:

Summary
The focus for the Account Development Manager ADM SCS is creating additional pipeline opportunities for the Logistics organization in a complex selling model. This position will be responsible for collaborating with Directors of Business Development (DBD) and Business Development Managers (BDM). They will conduct outbound prospecting on targeted accounts and engage with senior level decision makers regarding Ryder's value proposition and Supply Chain Services. They will have targets and metrics to achieve.

Essential Functions

• Identify C-level decision makers and key influencers within the targeted accounts and strategize with DBD/BDM on sales approaches. Primary resource for researching/prospecting of new business opportunities within the Top Targeted Accounts. Utilize outbound calls, email and social media tools such as LinkedIn to reach appropriate decision makers. Uncover customer needs through effective discovery questions.

• Quick follow-up on leads from 3rd party provider. Conduct needs assessment and validate the opportunity utilizing the BANT process…budget, authority, needs, timing.

Additional Responsibilities

• Maintain a high level of call volume and touch points to uncover customer needs, educate and develop prospects regarding Ryder’s solutions within Supply Chain vertical markets, Last Mile, ECOM and Dedicated.

• Maintain an organized contact strategy for nurturing accounts.

• Copious note taking and documentation in Salesforce. Track all lead activity and stages of sales cycle.

• Interact with marketing dept. to update regularly on quality and status of leads.

• Research accounts to prepare for C-level conversations.

• Strengthen skills to become a successful Supply Chain expert.

• Performs other duties as assigned.

Skills and Abilities

• Strong verbal and written communication skills

• Ability to communicate via phone and email to clearly articulate solutions, goals, objectives, internally and externally

• Demonstrate sales aptitude, assertive, persistent, good listener, self-motivated, excellent closing skills

• Excellent organizational skills

• Capable of multi-tasking, highly organized with excellent time management skills Detail oriented

• Seeks to acquire knowledge in area of specialty

• Aptitude for acquiring selling skills and complex solutions knowledge

• Ability to work independently and as a member of a team

• Ability to use technology and self-motivated to accurately research and engage customers to identify future opportunities A strong collaborator Proactive and willing to bring forward concerns and speak up

• Excellent systems literacy knowledge and computer skills – MS office, excel, word, internet, SFDC advanced required

• Understanding of outsourcing, supply chain and complex solution offerings preferred

Qualifications

• Bachelor's degree required in business/supply chain or …