VP, Over the Road Account Management

BNSF Logistics is a technology and people-driven third-party logistics company that delivers what matters – to our people, our customers, our carriers, and our communities.  BNSF Logistics is a place where diverse talent works together every day in an inclusive way to create and implement the best ideas to help us DELIVER WHAT MATTERS.  We achieve this through our commitment to our Guiding Principles which helps us create the ultimate competitive advantage in the marketplace. 

We PROTECT THE WELL-BEING OF OURSELVES AND OTHERS
We DRIVE INNOVATION AND EMBRACE TRANSFORMATION
We RESPECT AND SERVE EVERYONE
We KEEP OUR COMMITMENTS
We FOSTER A COLLABORATIVE AND INCLUSIVE COMMUNITY
We CELEBRATE AND ENJOY THE JOURNEY!

Primary Functions:

The Vice President, OTR Account Management is responsible for executive leadership of the business unit account management teams.  This will include oversight and direction of regional and strategic account teams with a focus on growing margins, volumes and wallet share of customer OTR spend.  The Vice President will be accountable for the overall customer experience and retention.

Basic Qualifications:

A highly effective Vice President, OTR Account Management will bring comprehensive logistics freight brokerage sales experience with an emphasis on growing relationship-driven contractual business at all levels, segments and modes. This individual must have significant sales leadership and management experience as well as a deep knowledge of the freight brokerage industry.

As a strategic sales leader with the ability to develop and execute strategies to drive growth in our OTR portfolio, the Vice President is relationship focused, decisive when needed and flexible when appropriate.  Our shared goal is to provide a great quality of life in a safe and fun environment with ample opportunity for personal and professional growth.  We believe this can be best accomplished through our people with defined, rigorous processes and the innovative use of technology and data.  The Vice President, OTR Account Management will build and support that environment and is expected to embody the Company’s Guiding Principles.

Position Responsibilities:

• Lead a growth-centric account management strategy and execution for the BNSF Logistics OTR business unit.  This will include overseeing multiple account management teams and deploying individualized go-to-market plans targeted to sell domestic freight brokerage services using sales processes to create demand, simplify the complex and translate our services into value for our customers.
• Oversee multiple teams growth strategies, associated workflows and structures to grow multi-modal business across:
  • Strategic Relationship Management
  • Regional Account Management
  • Flatbed Sales & Account Management
• Set and meet department revenue, gross margin and volume targets across all segments; manage and meet sales expense along with overall cost of sale goals.
• Sponsor improvements in and proactively promote team adoption of new technologies to support growth and efficiency including digital freight marketplace (DFM) solutions for high-volume transactional customers, customer relationship management (CRM) tools to manage and track growth and our transportation management system (TMS)
• Provide sales activity and RFP pipeline reporting along with strategic business updates and results to C-Level leadership.
• Partner with corporate support functions (HR, Finance, Legal etc.) to help align G&A resources with commercial goals.
• Build strong partnerships with peers in Operations, Multimodal and Customer Services to continue supporting and challenging our strategies to capitalize on today while building foundations to implement our innovations.  Keep learning and seeking out new ways to help our customers, employees and business grow.
• Give feedback up, down and across the company grounded in a shared commitment to help each other grow and improve.

Education and Experience Qualifications:

• Comprehensive knowledge of the freight brokerage industry with at least 15 years of experience (including 10+ years of management experience) is required.
• A four-year college degree is required, a graduate degree in supply chain management, an MBA or similar is preferred.

Disclaimer

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 to be construed as an exhaustive list of all responsibilities and skills required of personnel so classified. All personnel may be perform duties outside of normal requirements from time to time.

BNSF Logistics offers competitive benefit programs and services including, but not limited to:

• Great compensation package
• Comprehensive health benefits package
• 401(k) plan with employer match
• Flexible spending account
• Company-paid life, short-term and long-term disability insurance
• Employee discounts on autos, travel, electronics, insurance, etc.
• Tuition assistance
• Professional training staff with an industry-leading Learning Management System
• Company culture that recognizes its employees

BNSF Logistics is an Equal Opportunity Employer that is committed to diversity, and values the ways in which we are different. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other status protected by law.