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The Director of National Accounts is responsible for leading the pursuit of expansion and renewal business with a set account base (book of business). A successful DNA will coordinate the complete sales cycle process and lead the cross-functional pursuit team (Operations, Engineering, Solutions and Pricing) providing clear direction on strategy to include pricing, service, value proposition and presentation message and medium. The focus for this position is on expansion and renewal of existing business, team selling, solution selling, building customer business relationships and management and retention of existing business
Financial Impact: Secure and exceed annual quota objectives assigned by Sales leader yearly. Maximize revenue growth with existing customers. Achieve strategic account objectives as set forth in the account plan that has been developed by the DNA
Lead the development, implementation, management and penetration of strategic account plans
Lead the deal pursuit team on pricing strategy and proposal plan of our solution
Establish productive, professional business relationships with key personnel and buying influences in assigned accounts
Administer/manage pipeline and maintain sales pipeline data accurately in SalesForce
Deal closing and contract negotiation in collaboration with Operations
Achieve sales quota on expansion, renewal business
Lead pursuit team after expansion and renewal business within assigned account base (book of business)
Focus in one vertical/business unit – can work other deals at sales leader’s discretion based on competency level
Understand how Ryder’s solutions can be customized to meet customer’s needs
Cross-sell and expand current customer’s market share with other solutions/services
Collaborate, support and present QBR’s within account
Adhere to Ryder’s Policies and Procedures including Travel and Expense Policy
Performs other duties as assigned
Bachelor's degree business administration, finance, or related field.
Master's degree business administration (MBA) preferred.
Five (5) years or more experience in selling supply chain solutions and/or achieve quota attainment at least 3 times within a 60 month period preferred
. Ability to listen, write, and speak effectively. Inform, explain, and give instructions
. Develops and delivers effective presentations
. Effective interpersonal skills
. Effective negotiation skills
. Demonstrates customer service skills
. Demonstrates problem solving skills
. Ability to manage multiple assignments and tasks, set priorities, and adapt to changing conditions and work assignments
. Ability to effectively think, speak and act without preparation
Ability to create and maintain professional relationships within all levels of the organization (peers, work groups, customers, supervisors)
. Ability to influence internal and/or external constituents
. Ability to maintain confidential information
Understanding of services, costs, pricing and value; expert level.
Other NonCommercial Driver License CLASS E (None, required).
Greater than 60%
Job Category: Outside Sales
Ryder is proud to be an Equal Opportunity Employer and Drug Free workplace. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, among other things, or status as a qualified individual with disability.