• Drive expansion through upsell and cross-sell • Build a plan to maximize revenue • Collaborate with a cross functional team • Develop long-term strategic relationships

• Manage customer shipments from pickup to final delivery • Maintain and grow customer relationships through ongoing communication and business reviews • Supervise and support Account Coordinators to ensure customer and carrier satisfaction • Negotiate rates and secure carriers to maximize service levels and profitability • Optimize routes, freight, and vehicle capacity • Meet or exceed performance metrics set by management • Provide insight on market conditions during customer and carrier negotiations • Exercise independent judgment when approving credit/debit adjustments • Provide feedback on Carrier Support performance for evaluations • Participate in interviewing and screening Carrier Support candidates • Perform additional duties as assigned by management

• Achieve and exceed quota targets through the successful execution of the sales strategy and account planning. • Account and Customer Relationship Management, Sales of Software Licenses, Cloud Subscription Revenue, Professional Services, and Renewals. • Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. • Develop and deliver comprehensive business plan to address customer priorities and pain points. • Utilize benchmarking and ROI data to support the customer’s decision process. • Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value. • Builds a foundation on which to harvest future business opportunities and accurate account information and strategy development. • Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. • Review public information (new executive appointments, earnings statements, press releases, etc.) for the company and its competitors to remain updated on key industry trends and issues impacting the customer. • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. • Leverage support organizations including Marketing, Partners, Pre-Sales, Support, Business Operations, and Professional Services to funnel pipeline into the assigned territory. • Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, PLM, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al) • Strive to make all customers IFS references. • Support all IFS promotions and events in the region • Maintain CRM system with accurate customer and pipeline information.

• Lead Sales Execution & Territory Management • Account Management - Distributor • Account Management - End User • Tenders • Trade Spend • Customer Education & Product Expertise • Promotion/Trade activity