Intermodal Regional Client Sales Manager

The primary responsibility of this role is to develop and grow mutually beneficial client relationships that deliver positive results for both the client and Schneider National,Inc. The Regional Client Manager works within a specific geographic area to manage a book of business by developing strong client relationships which generate revenue with new and existing accounts. In addition, this role will play a critical role in setting geographical market plans in conjunction with market owners.DUTIES AND RESPONSIBILITIES:1. Develop account specific plans according to organizational needs.
2. Understand and document client organizational structure and key decision makers to ensure knowledge of account to be most effective in managing account relationship.
3. Document client expectations and Schneider National,Inc. deals and share those with key stakeholders within the organization.
4. Develop specific geographic expertise to generate the right revenue at the right time in the right place to balance and expand our network.
5. Establish relationships with clients and industry experts to maintain a pulse on the competitive landscape of the market to be most effective in a selling environment.
6. Drive key factor performance results (account P&L, revenue, price increases, margin improvement, EBIT, ad hoc initiatives, etc.).
7. Ensure the growth of individual accounts by mode through selective lane selling, new product piloting and deeper penetration of the account by selling services from across the portfolio.
8. Interface with functional units to include Market Ownership, Pricing, Customer Service, Product Specialists, Schneider National,Inc. and Sales leadership, Operations and suppliers to ensure successful execution of the service offerings to clients.
9. Continue to expand product knowledge of the portfolio service offerings.
10. Provide support to the Strategic and Global teamsJob Requirements
1. Bachelor’s degree and three years proven sales experience required or equivalent combination.
2. Business Acumen - Effectively manages revenue and cost. Anticipates client and market opportunities and responds appropriately.
3. Strong organizational skills with ability to manage multiple priorities.
4. Strong communication skills both oral and written.
5. Effective selling techniques via phone and electronic communication.
6. Strong geographical knowledge (of competition, shippers/receivers, economic trends) preferred.
7. Decision Making - Collects the required data to balance long term and short-term objectives when making decisions.
8. Client Skills - Understands client needs, anticipates changes and responds appropriately, and able to persuade clients to accept reasonable solutions.
9. Relationship Skills - Works effectively with clients and suppliers; exhibits effective team play within his/her Sales group and with other areas of the business.
10. Negotiation Skills - Ability to protect the interests of Schneider National, Inc. via supplier negotiations. Identify leverage points for customer price and volume negotiations while protecting the relationships.
11. Computer Knowledge – Knowledge of Microsoft Word, Excel and PowerPoint; sales force automation tool exposure.