Vertical Sales Account Executive

Description

The Senior Account Executive – Healthcare, is accountable for achieving assigned vertical based sales targets on aquarterly and annual basis by maximizing the Company revenues to prospective and existing clients.

Responsibilities

• Specialized focus in the Healthcare vertical as it relates to all lines of business including but not limited toCourier, Logistics, Freight, International and Supply Chain
• Achieve assigned sales quota which includes both growth and retention targets through Share of Wallet(SOW) growth and Net New activity.
• Account Management and development efforts including vertical based forecasting, tracking customeraccount performance metrics, research Healthcare vertical and market specific trends to enable growth,cross functional internal collaboration to support client requirements.
• Negotiate complex contracts and strategic multi-year renewals for all customers
• Conduct Monthly/Quarterly business reviews with all customers and create joint development plans toaddress growth opportunities, escalation resolution and industry trend analysis.
• Responsible for client integration solution that enables growth and retention of partnership
• Act as the first escalation point of contact to handle the complexity involved in the accounts in a timelymanner to meet the customer’s needs:
• Lead and orchestrate quotes/bids, RFI/RPFs according to Purolator Process and standards while ensuringcross functional and departmental representation

Education, Experience and Skills

Education

• Post-secondary degree
• 5-7 years progressive outside sales and customer account management

Experience and skills

• Financial acumen: possessing a solid understanding of key financial metrics, business statements,and overall financial well-being of key partners
• Customer Focus: Ability to manage large, multinational, corporate accounts (B2B and B2C) across NorthAmerica and Internationally; book of business can range from $20 to $50M in revenue. Experience developinglong-term strategic plans to develop and grow customer solutions and relationships.
• Upselling and Business Development through demonstrated sales methodologies: Solution Selling, ValueBased Selling, Account Planning, a ROI Tool (e.g Shark Finesse). Identify new areas for revenue growththrough customer account permeation; leveraging business solutions for growth
• Healthcare Vertical Specific Customer Management and Forecasting: review, predict and plan forcustomer peaks/ forecasts/trends
• Healthcare Logistics Experience: Knowledge and experience managing healthcare logistics and/ortransportation solutions including understanding of regulatory and quality assurance requirements
• Proficient negotiation skills; high level of leadership influence and ability to implement and sustain longterm agreements
• Contributed to Continuous Improvement: analysis of customer portfolios/profiles as they relate to servicesoffered; ability to identify efficiencies in order to solidify customer relationships and add to business growth;effective monitoring of customer performance/ compliance.
• Customer visits: QBRs, proficient presentation skills; demonstration of metrics/ strategic initiatives, KPIreviews, promotion of Purolator offerings in order to grow business
• Business Relationships: Ability to forge strong relationships across multiple channels and businesssegments within customer portfolio, at the senior management level and C-Suite level
• Resourcefulness: Exhibit tact and strong diplomatic skills when dealing with all staff, customers andsuppliers with high level of self-motivation, independence and self-reliance
• Organizational Skills: Sound time management and planning skills
• Strong Technology Platform: Proficient in salesforce, MS Excel, ability to analyze metrics. Skilled inmanaging virtual meetings using MS Teams and Zoom platforms. Demonstrated experience conductingpresentations and collaborative working sessions using virtual platforms.
• Cross-functional/Collaboration Skills: Lead and liaise with various teams including operations, revenuemanagement, finance, accounting, human resources, marketing, operations excellence, contractadministration