Manager, Enterprise Account Management
Flock Freight
Hey there. Glad you found us! Flock Freight is a technology company that’s creating a smarter, more sustainable supply chain. Recognized on the CNBC “Top 50 Disruptors” list three years running (checking in this year at #20), Flock’s patented technology finds and fills trucks’ empty spaces so shippers can save money, carriers can earn more money, and goods move terminal-free with more accuracy and fewer emissions. Sounds like a pretty big task, right? Welp, it is. But we know we can make it happen.
If you’re looking for the opportunity to make a difference then you’ve come to the right place. We’re looking for folks that are innovative, love collaborating in a fast-paced environment, and find joy and excitement in doing the hard work. If that sounds like you then keep on reading and see if this role is the one for you.
What's the role all about?
Your mission as Manager of Enterprise Account Management at Flock Freight is to mentor & lead a team of Enterprise Account Managers while driving measurable growth of volume, revenue, and gross profit across your portfolio. You and your team are responsible for owning the execution across all operational support needs to ensure retention and continued growth within our Enterprise clients. You drive process improvements by making data-driven decisions for our Account Managers to minimize churn and drive the continuous expansion of wallet share within our existing customer base.
Overarching Responsibilities:
- Train, develop, and directly manage a team of Enterprise Account Managers on our service offerings, market trends, and industry standards to ensure the best customer experience
- Ensure our Account Managers are executing on our department SLA’s and fulfilling the requirements of the specific customer SOPs
- Cultivate a culture of accountability and extreme ownership within your team. Manage performance to quotas, provide ongoing feedback and conduct qualitative performance reviews on a monthly basis
- Drive daily, weekly, monthly, and quarterly shipment growth from our existing customer base YoY
- Audit and understand your team & portfolios gross profit performance and implement strategies to course correct as needed
- Assist your team by jumping in during high-level issue resolution internally and externally
- Train your team to effectively build and host monthly, quarterly, or annual business reviews to uncover growth opportunities and areas for improvement with your clients
- Implement and communicate business growth strategies through goal setting, accountability management, and motivation techniques such as team rewards and contests
- Collaborate closely with our Enterprise sales team and sales leadership to develop new business and form strong customer relationships, including on-site customer presentations and quarterly business reviews
- Through root cause analysis, you identify ways to maximize overall wallet share, increase profitability, and improve service metrics
- Seek ways to improve operational inefficiencies and minimize bottlenecks within your team
- Coordinate bid processes and identify new business opportunities within the sales pipeline
- Review the pricing teams’ rates and maximize the RFP’s based on your innate knowledge of the account and ensure we execute on any contractual commitments to our customers
- Leverage and utilize our various reporting platforms to organize and analyze data on a daily basis (Salesforce, Mode, Sigma)
What does the day-to-day look like?
- Shared ownership of Client Relationships
- Oversight of Freight Factory Execution & Operational Management of our Enterprise Clients
- Onboarding, Coaching, & Management of Enterprise Account Managers
- Escalation Point for Customer Issue Resolution
- Leveraging Data & Analytics to drive performance and continuous improvement
- Oversight of all Pricing & Retention & Growth Strategies for your portfolio
Qualifications:
- 5+ years managing enterprise logos in a 3PL brokerage environment
- 1+ years of leadership experience managing customer-facing teams, specifically within a freight brokerage
- Proven track record of onboarding net new accounts, retention, and growth
- Deep knowledge and understanding of customer supply chains & discovery
- Extreme familiarity with committed freight, contracts and EDI / API capabilities
- Excellent written and verbal communication skills
- Experienced in servant leadership-based management
- Flexibility to work after hours, weekends, and/or holidays as needed
- Ability to travel quarterly for customer visits
The expected compensation range for this position is $120,000 - $140,000 (OTE, inclusive of commission). When determining an offer, we take into account a variety of factors that are important in making compensation decisions including but not limited to skill sets; experience and tenure; education and certifications; and other business and organizational needs. The disclosed range estimate is based on market data for the greater San Diego area. Salary bands may, in some circumstances, be adjusted to a different geographic area depending on the candidate’s position and location. In general, Flock Freight targets the mid-point of this salary range.
In addition to salary, full-time employees are also eligible for an equity package and our competitive benefits that support you and your family as part of your total rewards package at Flock Freight. If you are local to San Diego, Chicago, or the surrounding areas, your presence will be expected in one of Flock Freight’s headquarters locations (San Diego or Chicago) in a hybrid capacity. Ask your recruiter for more specifics about your team's hybrid policy!
Our promise to you:
Flock Freight is committed to creating an environment that’s fair and inclusive. We fill our open positions based on qualifications, merit, and business needs. We value the skills of people from all backgrounds and are proud to hire, promote, and retain talent from a diverse candidate pool. Diverse perspectives are central to innovation at Flock Freight and make our team better. We're interested in your inherent abilities, not just the skills you bring from your last role - if you think you have what it takes to succeed in the role but don't check every box, please still get in touch. We'd love to start a conversation with you.
Life & Benefits of the Flock:
- Flexible PTO: Our Flockers work hard and deserve the time they need to rest and recharge. With no accrual system, we encourage you to the time you need off, when you need it.
- 401(k) Employer Match: We know Flock may just be a stepping stone in your epic journey, but we want to be sure you’re setting your future self up for success! For that reason, we provide a 401(k) plan that offers a 4% employer match.
- Medical, Dental & Vision: Generous coverage for employees and dependents. Both HMO and PPO options provided with 100% Employer paid options for employees.
Flock Freight has zero tolerance for behavior that negatively impacts marginalized groups, including women, people of color, veterans, immigrants, people with disabilities, and members of the LGBTQIA+ community. We invite people of all identities to join the Flock!