JIL Success Stories
JIL Success Stories

Key Account Manager
Ann Arbor, MI
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Post Date: 02/21/19 Company: XPO Logistics, Inc.
Compensation:   Contact:
Job Type: Full Time Phone:
Education: 4 year degree Fax:
Experience: 5 - 10 years Mailing Address:
Travel: Negligible
Reference: MIMmEC8CAl-

Logistics done differently.

You're excited by the challenge of connecting with clients, building relationships, and seizing opportunities. As the Key Account Manager at XPO Logistics, you will work closely with the Strategic Account Manager (SAM) to establish the overall Less-than-Truckload (LTL) account plan, drive incremental revenue growth, and proactively plan for renewals. In this customer-facing role, you will also act as the single point of contact for resolving customer issues in collaboration with the SAM, local operations, and the National Account Sales Support (NASS) team. We want to leverage your knowledge and years of experience to drive positive results, ensuring a bright future for yourself and XPO.

Pay, benefits and more.

We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability, and the opportunity to participate in a company bonus.

What you'll do on a typical day:

  • Meet regularly with current and prospective LTL national account customers and customers that support strategic accounts
  • Collaborate with the SAM to determine both the overall XPO and LTL strategic plan; drive pricing work on the accounts and ensure overall strategy fit
  • Lead advanced planning of renewals while identifying additional business to bring into scope; identify upselling opportunities to drive incremental revenue growth in the account
  • Perform customer onboarding and review LTL standard operating procedures (SOPs) with the customer, along with education, web setup, self-service, and contact lists
  • Resolve customer issues including billing, damage claims, and collections through root-cause problem solving; collaborate with customer service representatives and local operations personnel to ensure issues are resolved permanently
  • Coordinate with the SAM for overall account messaging in monthly and quarterly operations; report on key metrics including on-time performance, claims, and issue resolution
  • Work with customer on pending accounts receivable issues with the support and assistance of the NASS team

What you need to succeed at XPO:

At a minimum, you'll need:

  • Bachelor's degree, or 7 years of equivalent experience
  • 4 years of combined experience in LTL sales, 3PL, project management, and/or logistics
  • Experience in account management activities and customer issue resolution
  • Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook)
  • Proven success meeting sales goals in previous roles
  • Availability to travel up to 50% of the time

It'd be great if you also have:

  • Excellent project management skills
  • Self-motivated with effective time management and organization skills
  • Excellent verbal and written communication skills; able to present clean, organized, and thorough information and data appropriate for intended audience
  • Ability to understand competitor strategies, products, and pricing patterns

Be part of something big.

XPO provides cutting-edge supply chain solutions to the world's most successful companies, including Disney, Pepsi, L'Oréal, Toyota and many others. We're the fastest-growing transportation company on the Fortune 500 list and we're just getting started.

We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran, or other protected status.

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All employees may be required to perform duties outside of their normal responsibilities from time to time, as needed.

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