Regional Account Representative

The Regional Account Representative (RAR) is responsible for building, managing, and developing relationships to retain customers and meet and exceed revenue goals in our flatbed division. The RAR will manage a customer portfolio and ensure a comprehensive understanding of each customer assessment. The ideal candidate is socially engaging, collaborative with internal departments, and able to change their approach depending on the customer.

 

Education and Experience

1. A solid understanding of marketing, sales, and customer service principles, usually gained through 1 - 2 years of education and training in a related area.  
2. Must have general knowledge of U.S. geography and basic map-reading skills.
3. Experience in developing strong relationships to effectively manage, plan, and prioritize workload.
4. Strong interpersonal skills; able to establish trust and rapport with all levels of staff.  Able to relate effectively to diverse cultures.
5. Strong planning and problem-solving skills; able to identify and resolve problems promptly. 
6. Must be proficient in responding to internal and external customer situations, responding to customer needs as required.
7. Excellent organizational skills and ability to manage and prioritize workload in a fast-paced environment.
8. Must be able to maintain a high level of confidentiality.
9. Must be able to demonstrate a proactive commitment to ATS corporate values and the success of all staff.
10. Proficiency in Microsoft Office (Word, Excel, and Outlook) required.
11. Excellent communication skills (written, listening, and verbal).
12. Willing and able to travel infrequently, including overnight travel.

 

Essential Duties and Responsibilities

1. Contact active, inactive, and potential customers to sell ATS service through inside sales efforts.
2. Confirm requirements, overcome objections, read buying signals to initiate closing, and negotiate terms and conditions of sales.
3. Follow uniform quoting process: collaborate internally, prioritize issues, escalate timely and leverage knowledge base.
4. Quickly and accurately evaluate carrier eligibility, pricing capacity and timing of opportunity.
5. Set pricing and facilitate resolution of credit issues by anticipating objections and onboards/collaborates internally to offer solutions.
6. Evaluate and negotiate price/timeframe based on current market conditions.
7. Present quotes and convey the ATS value proposition and negotiate as needed to ensure a win-win outcome.
8. Obtain credit approval on customers' loads by verifying current credit status, working with the credit department, and making C.O.D. arrangements as needed.
9. Qualify load requirements to position for success and offer solutions to the customer. Ask questions to confirm load requirements, leveraging knowledge and resources to internally facilitate solutions/risk.
10. Maintain accurate records, research and develop accounts, and reports on account activity.
11. Communicate with internal departments and leaders to assess and distribute current information on the development and needs of customers.
12. Assign all inbound trucks and track load coverage in accordance with company and department quality, utilization, driver retention, and profit objectives while matching the needs, qualifications, and availability of customers, drivers, and equipment. 
13. Effectively identify and complete post-delivery processes to ensure accurate and timely invoicing and driver pay.
14. Manages Customers to a low TBI%, responding accurately/timely to ATS task requests.
15. Participate in departmental and individual goal setting and achievement.
16. Understands and consistently performs in accordance with ATS Mission, Vision, and Values.
17. Support ATS’ culture by aligning actions, behaviors, performance, and decisions in accordance with the Company’s values as set forth in our All-Employee Competencies.
18. Complete work responsibilities outside of normal business hours as needed and infrequent travel may be required. 
19. Perform other duties and responsibilities as assigned.

 

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential function of this job.  Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions. 

 

Physical Requirements (Office-related positions)

This position performs work primarily in an office setting.

1. Constantly in a stationary position and occasionally will move around.
2. Constantly operates a keyboard and mouse and constantly utilizes a computer monitor(s).
3. Constantly conversing with internal and external customers in person or via phone system.

 

EEO and Affirmative Action Statement

It is the policy of the ATS to provide for and promote equal employment opportunity in employment compensation and other terms and conditions of employment without discrimination based on age, race, creed, color, national origin, gender, sexual orientation, disability, marital status, Vietnam Era Veteran status, genetic predisposition, or carrier status.

The ATS designated person for issues concerning Affirmative Action/Equal Employment Opportunity is Director of Human Resources at 320-255-7400.

ATS is committed to assuring equal employment opportunity and equal access to services, programs and activities for individuals with disabilities. It is the policy of the ATS to provide reasonable accommodation to a qualified individual with a disability to enable such individual to perform the essential functions of the position for which he/she is applying or in which he/she is employed.

The policy applies to all employment practices and actions. It includes, but is not limited to, recruitment, job application process, examination and testing, hiring, training, disciplinary actions, rate of pay or other compensation, advancement, classification, transfer, reassignment and promotions.