48forty Solutions is the largest pallet management services company in North America. We provide end-to-end pallet solutions, from supply to retrieval, on-site services, reverse logistics, and packaging materials. 48forty Solutions is truly Pallet Management Made Simple. Our workforce is the heart and soul of our business.

Summary

The National Account Manager (NAM) position is responsible for retaining existing customers and growing new business by developing and cultivating strong customer relationships with our Key Account Clients. The NAM will continuously seek to understand the customer needs through direct contact, liaison, and the organizing of company resources. The NAM must be knowledgeable in both the customer’s business and Relogistics’ portfolio of offerings. The NAM must be able to directly sell and promote all services and products within Relogistics’ portfolio by providing unique solutions to address improved profitability and retention. In addition, the NAM will collaborate with other members of the Logistics, Plant and Brokerage Team, Operations Team, and the National Business Development organizations.  

Essential Duties and Responsibilities:

• Responsible for customer facing relationships at all levels of our national accounts, including: 
  
  
  
  • Building and maintaining a mindset of becoming a trusted advisor to customer
  
  
  • Seek deeper understanding of customers’ business needs and strategic initiatives to bring solutions forward and uncover new service offerings and revenue streams
  
  
  • Meet or exceeding retention, growth, and profitability targets for assigned customer, including managing an active pipeline of opportunities to grow profitable share 
  
  
  • Developing and executing business plans for assigned customers with annual, quarterly, and monthly objectives
  
  
  • Ensure customer satisfaction and retention by effectively managing service and material quality while meeting customer contract terms and SLAs
  
  
  • Understand customers’ total program, identify value add opportunities and manage projects to capture those throughout the contract
  
  
  • Identifying and quantifying new opportunities within the account
  
  
  
  


• Work closely with onboarding new accounts (or new sites) utilizing resources within functional partners, including Sales, Brokerage and Customer Service teams


• Develop and implement account plans that document specific sales strategies and tactics


• Build and sustain strong customer relationships broadly within the organization to create as many touchpoints within the customer as possible (local level, executive level, procurement level, etc.)


• Facilitate and execute planned renewal sales activities on a target list of existing customers with favorable language per company guidelines


• Develop presentations for account specific communication plans and business reviews that effectively and powerfully communicate the company’s value proposition


• Find areas of differentiation from the industry and incorporate into strategic management plan to expand position and avoid RFP. When RFP or Bids occur, proactively get ahead, and manage the strategy for retaining and growing the business


• Collaborate with cross functional teams to increase program value to both customer and the company focusing on solutions that solve our customer’s needs (beyond price)


• Regularly analyze the customer book to identify customer trends and account profitability and opportunities to add greater value for the customer 


• Forecast and track sales revenues and activities in a timely manner using the customer relationship management (CRM) system and other tools


• Ensure company service level is coordinated with customer expectations and continuously monitor service impact being proactive in corrective action


• Maintain accurate records of sales activity, contacts, opportunities, account information and pipeline activity


• Coordinate quarterly business reviews to communicate performance, reinforce value and additional value-added propositions


• Maintain awareness of industry trends, market conditions and competitive environment to proactively communicate opportunities with customers


• National travel including overnight of 30-50% including customer business reviews, customer events and applicable industry trade shows


• Responsible for managing $30-$40M book of business annually

Experience and Qualifications

• Bachelor’s Degree required or equivalent experience in lieu of degree


• 5-10 years of experience in outside sales/account management, operations, customer service, transportation, or a logistics environment


• Demonstrated experience in Supply Chain industry


• Proven ability to establish repetitive high-margin / high-value transactions and see them through the entire relationship management process


• Proficient in data analytics and computer proficiency skills


• Strong planning and execution skills


• Solid cross-functional collaboration, communication, and negotiation skills


• Ability to present formally and informally


• Able to adapt to frequent changes and work in a fact paced environment 


• Proficient in Excel and Data Analytics, Microsoft Office, and general computer proficiency skills  


• Formal sales training preferred


• Able to travel within the United States up to 50%

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions. 

• A National Account Manager will have the opportunity to work remotely or in an office setting


• Prolonged sitting at a desk, in a vehicle, or transport can be expected


• Domestic National travel is required

48forty Solutions is an equal opportunity employer.