Job Title: Account Manager
Function: Enterprise Account Management
Department: Operations
Reports to: Manager of Client Service
Company Profile:
Echo Global Logistics is one of the world’s fastest-growing transportation management firms. Handling all aspects of the shipping process for its clients, Echo delivers cost-saving shipping opportunities with virtually unlimited range and modal options. Recently recognized as a Top 100 Third Party Logistics Provider by Inbound Logistics, Echo’s proprietary technology and expedited growth allows our team members to make significant impact while being a part of an emerging market leader.
Headquarters:
Echo Global Logistics is based in Chicago, IL at the landmark 600 West Chicago Avenue building with easy access to expressways and public transportation.
Position:
Echo is looking to fill a leadership role on our Enterprise Account Management team. This position reports directly to the Manager of Client Service. The primary objectives of the position is to manage a select number of key accounts by servicing, retaining, and growing the business. The Enterprise Account Manager will manage client relationships at the highest level, strengthen strategic partnerships and uncover new business opportunities. Up to 10% - 20% travel.
Key Responsibilities:
- Client Relationship Management
- Responsible for ensuring world class client service by proactively managing client specific objectives
- Ability to establish strong business relationships with clients by assessing complex situations, identifying problems through root cause analysis, and focusing on solution based strategies that generate results
- Conduct quarterly account review sessions to continuously establish Echo’s value and partnership
- Determine growth opportunities and competitive threats within assigned client base
- Ability to assess client technical business requirements and translate their needs within Echo
- Responsible for contract renewal and price increase negotiations
- Team Leadership & Development:
- Establish and manage against measurable team goals and objectives
- Hold Account Executives accountable for execution of internal and external commitments
- Works with other departments within Echo to leverage best practices
- Account Management:
- Manage account profitability, receivables, and invoicing
- Ability to use internal reporting tools to diagnose and analyze pricing and service performance trends in order to drive process improvement across the organization on behalf of client
- Create a culture of continuous quality improvement aimed at the highest level of client satisfaction
- Engage in the implementation process to ensure smooth implementation of new accounts
- Ensure that all aspects of the contract are being effectively communicated and managed
- Key driver of high performance and initiative
- Manage multiple projects concurrently while meeting timelines and budgets associated with such projects
- Liaison between client and Echo internal resources by ensuring that client requirements are gathered, deliverables ensured, and commitments are met.
- Weekly & Monthly Goals:
- Conduct weekly internal team meetings
- Conduct weekly conference calls with client
- Measure Echo’s performance against client specific KPI’s
- Review Sales Activity reports to identify and fix negative margin loads
- Monitor and manage account contribution margins
- Quarterly Goals
- Perform on-site quarterly account review sessions with client
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Management reporting
· Annual Goals
- Review performance and set expectations for next year
- Establish Revenue and GP goals for coming year
- Review and Renew Client Contracts as appropriate
- Assess annual rate increases
- Assess staffing and performance
Characteristics & Requirements:
- 5-10 years experience developing and managing key strategic accounts of $5M + revenue
- Self managed and motivated with a strong desire to succeed and achieve goals
- Proven leader with ability to develop and lead teams
- Excellent written and oral communication skills
- Excellent negotiation and presentations skills
- Transportation / logistics background a plus
- Knowledge of various modes Transportation (Truck Load, LTL, 3PL, Small Parcel, Air / Ocean)
- Ability to learn Echo’s proprietary Transportation Management Systems (Optimizer and LoadMaster)
Education:
- BA/BS Degree in business, supply chain/logistics, or related field
- MBA desired but not required
Compensation:
- Base Salary with bonus opportunity
- Medical, Dental, Vision, 401K, Vacation, Flexible Spending Accounts
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