The
Director of Account Management
(D-AM) is a key agent for change, growth, and improvement in the commercial organization. The D-AM sets department strategy, aligning with corporate goals. The D-AM is responsible to communicate expectations to the team and is accountable for their team’s execution, action, and result.
The
Director of Account Management
is responsible for fostering the growth and retention of Bison’s customers by coaching and developing the leaders of the Account Management and Customer Operations team(s). The D-AM leverage their knowledge of Bison’s modes, services, technologies, and processes along with relationships with key internal stakeholders to support Bison’s growth initiatives.
Key Accountabilities/Responsibilities Leadership
Managers of Account Management look to the D-AM for vision, direction, and support in day-to-day activities. It is a critical part of the Director’s role to ensure that all the employees needs are met in these regards
The D-AM sets department and individual performance expectations. The D-AM monitors results and provides coaching and sets development strategies
The D-AM provides escalation support from customers or internal team members as required
The D-AM will be asked to participate in large scale organizational projects and programs.
The D-AM will regularly evaluate the efficiency and effectiveness of business procedures according to organizational objectives and applies improvements. They will be involved in corporate strategic goal setting, as required
The D-AM will oversee budget development and is ultimately responsible for budget management. They will regularly review financial information and adjust budgets to promote profitability
Human Resource Management
The D-AM is responsible for the human resource needs of the Account Management and Customer Operations groups, including collaborating on:
Organizational structure
Succession planning
Recruitment, interviewing and hiring
Compensation plans and administration
Input or creation of individual development plans
Creating and maintaining training programs and reference materials
Administer corrective action when necessary
Customer Management
The D-AM needs to have a high-level understanding of all clients within their team’s portfolio, their stage of development, growth strategies, operational requirements, and Bison’s operating plans. The D-AM must be able to lead others to achieve or exceed service and growth goals
The D-AM must develop customer relationships and establish themselves as a point of escalation for customer concerns or a point-person to assist in rate negotiations and/or close deals
The D-AM is accountable for the following:
Customer retention and growth, including assisting Managers of Account Managers in identifying, developing, and closing opportunities.
Conduct regular opportunity funnel reviews
Support Enterprise Account Manager strategic account plans
Monitor service and communication related KPI’s and ensure items under target are being actioned
Ensure data integrity and alignment in our customer service-related reporting
Monitor committed volumes compared to actual volumes and ensure under/over performance is actioned as required
Monitor revenue related reporting to monitor year over year variances, accessorial collection, and overall account health
Provide surge price guidance to the team or direct to customers as required
Monitor key KPI’s related to invoicing timeliness and accuracy and action items under target
Modes, Services & Technologies
The D-AM is responsible to build and maintain relationships with all of Bison’s service teams to ensure the Account Management team can confidently sell all modes and services over all geographical areas
The D-AM should attend regular meetings or huddles to ensure they remain up to date on current challenges and business needs fostering a reciprocal feedback loop between the Account Management teams and the services they sell
The D-AM will work with product line leaders to develop and deliver product and sales training
The D-AM should facilitate the creation and distribution of content for use by the Account Managers or to send direct to customers
Minimum Qualifications
Minimum Bachelor’s degree + 5 years of related experience OR 5 years of Account Management/Sales experience + 3 years of leadership experience required
Prior experience in the Transportation industry is required
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Director of Account Management
(D-AM) is a key agent for change, growth, and improvement in the commercial organization. The D-AM sets department strategy, aligning with corporate goals. The D-AM is responsible to communicate expectations to the team and is accountable for their team’s execution, action, and result.
The
Director of Account Management
is responsible for fostering the growth and retention of Bison’s customers by coaching and developing the leaders of the Account Management and Customer Operations team(s). The D-AM leverage their knowledge of Bison’s modes, services, technologies, and processes along with relationships with key internal stakeholders to support Bison’s growth initiatives.
Key Accountabilities/Responsibilities Leadership
Managers of Account Management look to the D-AM for vision, direction, and support in day-to-day activities. It is a critical part of the Director’s role to ensure that all the employees needs are met in these regards
The D-AM sets department and individual performance expectations. The D-AM monitors results and provides coaching and sets development strategies
The D-AM provides escalation support from customers or internal team members as required
The D-AM will be asked to participate in large scale organizational projects and programs.
The D-AM will regularly evaluate the efficiency and effectiveness of business procedures according to organizational objectives and applies improvements. They will be involved in corporate strategic goal setting, as required
The D-AM will oversee budget development and is ultimately responsible for budget management. They will regularly review financial information and adjust budgets to promote profitability
Human Resource Management
The D-AM is responsible for the human resource needs of the Account Management and Customer Operations groups, including collaborating on:
Organizational structure
Succession planning
Recruitment, interviewing and hiring
Compensation plans and administration
Input or creation of individual development plans
Creating and maintaining training programs and reference materials
Administer corrective action when necessary
Customer Management
The D-AM needs to have a high-level understanding of all clients within their team’s portfolio, their stage of development, growth strategies, operational requirements, and Bison’s operating plans. The D-AM must be able to lead others to achieve or exceed service and growth goals
The D-AM must develop customer relationships and establish themselves as a point of escalation for customer concerns or a point-person to assist in rate negotiations and/or close deals
The D-AM is accountable for the following:
Customer retention and growth, including assisting Managers of Account Managers in identifying, developing, and closing opportunities.
Conduct regular opportunity funnel reviews
Support Enterprise Account Manager strategic account plans
Monitor service and communication related KPI’s and ensure items under target are being actioned
Ensure data integrity and alignment in our customer service-related reporting
Monitor committed volumes compared to actual volumes and ensure under/over performance is actioned as required
Monitor revenue related reporting to monitor year over year variances, accessorial collection, and overall account health
Provide surge price guidance to the team or direct to customers as required
Monitor key KPI’s related to invoicing timeliness and accuracy and action items under target
Modes, Services & Technologies
The D-AM is responsible to build and maintain relationships with all of Bison’s service teams to ensure the Account Management team can confidently sell all modes and services over all geographical areas
The D-AM should attend regular meetings or huddles to ensure they remain up to date on current challenges and business needs fostering a reciprocal feedback loop between the Account Management teams and the services they sell
The D-AM will work with product line leaders to develop and deliver product and sales training
The D-AM should facilitate the creation and distribution of content for use by the Account Managers or to send direct to customers
Minimum Qualifications
Minimum Bachelor’s degree + 5 years of related experience OR 5 years of Account Management/Sales experience + 3 years of leadership experience required
Prior experience in the Transportation industry is required
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