What are the responsibilities and job description for the Intermodal Account Executive position at Cornerstone Systems, Inc.?
About Cornerstone Systems:
Cornerstone Systems is a leading provider of transportation and logistics solutions, specializing in intermodal, truckload, and brokerage services. With a reputation for delivering reliable and customer-focused services, Cornerstone offers innovative supply chain solutions while maintaining a commitment to exceptional service and results-driven performance.
Job Summary:
Cornerstone Systems is seeking an experienced and dynamic candidate for our Intermodal Account Executive role located in Memphis, TN. The Intermodal Account Executive is responsible for developing and expanding intermodal business opportunities for Cornerstone Systems. This role involves developing and executing account growth strategies, identifying new business opportunities, and collaborating with internal teams to ensure seamless execution of scalable operating plans. The ideal candidate will have significant experience in intermodal sales, business development, and contract negotiation, with the ability to interpret data and make informed business decisions. The position requires a strong ability to manage executive-level relationships while balancing the needs of both the client and Cornerstone Systems.
Key Responsibilities:
- Develop New Business: Identify and pursue intermodal sales opportunities through prospecting, cold calling, networking, and leveraging existing relationships in the transportation industry with multi-level contacts, including Directors and Executives.
- Client Relationship Management: Build and maintain strong relationships with customers, understanding their business needs and presenting tailored intermodal solutions that add value to their supply chain.
- Revenue Generation: Meet or exceed sales targets by driving intermodal revenue growth through proactive customer engagement and closing sales.
- Market Analysis: Monitor and analyze industry trends, customer needs, and competitor offerings to identify new business opportunities and stay competitive in the market.
- Business Strategy: Identify and assess transactional vs. contractual opportunities, with a focus on securing long-term contractual agreements.
- Proposal Development: Prepare and present customized sales proposals, pricing strategies, and service agreements that align with customer requirements and company objectives.
- Collaboration: Work closely with internal teams, including Operations, Intermodal Pricing, and Finance, to ensure seamless service delivery and customer satisfaction.
- Reporting: Regularly update sales activities, opportunities, and performance metrics in the company’s CRM system (Salesforce) and provide sales forecasts to management.
- Promote and display Cornerstone’s Core Values: Integrity, Honesty, Respect, Loyalty, and Never Satisfied
- Regular and reliable attendance expected
- Other work-related duties as assigned by supervisor/manager
Qualifications:
- Bachelor’s degree in Business, Logistics, Supply Chain, or a related field (preferred but not required).
- 3 years of experience in intermodal sales, transportation, or logistics with a proven track record of meeting or exceeding sales targets.
- Strong knowledge of the intermodal transportation industry, including rail, drayage, and container logistics.
- Exceptional communication, presentation, and negotiation skills.
- Ability to work independently with a high level of self-motivation and initiative.
- Proficiency with CRM software and Microsoft Office Suite. Salesforce preferred.
- Ability to travel as needed to meet with clients and attend industry events.
Key Competencies:
- Customer Focus: A passion for understanding and addressing customer needs and building long-term relationships.
- Sales Drive: A results-oriented attitude with a strong desire to achieve and exceed sales goals.
- Problem-Solving: Ability to analyze complex logistics challenges and develop effective solutions.
- Team Collaboration: Strong interpersonal skills to collaborate with internal teams and ensure successful service delivery.
Why Cornerstone Systems?
- Competitive compensation package with uncapped incentive program opportunities.
- Comprehensive benefits, including health, dental, and vision insurance.
- Employee-Owned Company
- 401(k) with company match.
- A dynamic and supportive work environment with opportunities for career growth and professional development.
