Overview
We provide customers with an unparalleled
suite of scalable and flexible supply chain solutions. Supported by 1,300
forward-thinking employees, we specialize in 3PL, 4PL, sustainability,
technology, contract logistics, packaging design and optimization, and raw materials
management. Since 1988, we have grown into a $1.3 billion company with a
presence in 27 countries and industry expertise in fashion and apparel,
consumer goods, healthcare, energy, and industrials.
Summary:
National Account Manager
The National
Account Manager is responsible for promoting and selling Air and Ocean products
and services, at a sales office or at the customer’s place of business, to
customers who utilize any or all transportation methods for the movement of
their product. Must be able to identify
and provide solutions for the transportation needs of customers and prospects.
Duties and
Responsibilities:
§
Develop and maintain long-term
strategic relationships with customers.
§
Develop a strategic approach to create
engagement and win new business.
§
Identifies and compiles
lists of prospective customers for use as sales leads based on information from
newspapers, business directories, industry ads, trade shows, internet, and
other sources.
§
Qualifies customers and
prospects to determine strategic plans and service requirements.
§
Provides weekly Sales
Reports to the VP Global Sales, Regional Head of Sales, Sales Coordinator,
Marketing & Business Development, Rate Administrator, and Branch
Managers.
§
Investigate all sales
leads as provided by the Corporate Sales Office and International Agent to
include timely written follow-up.
§
Travels through assigned
territory to call on regular and prospective customers to solicit additional
business and/or present core services.
§
Create and present
formal presentations representing our service capabilities.
§
Coordinates and assists
with customer implementation and on-going maintenance, including the
coordination of customer training.
§
Quotes prices and credit
terms for business obtained.
§
Completes Account
Profile and routes to appropriate branch office and other personnel as
designated.
§
Works with Corporate
Sales Administration and Marketing & Business Development personnel to keep
account activities and literature up to date.
§
Prepares reports on
business transactions and keeps expenses accounts.
§
Translate
research conclusions into actionable business concepts and plans for broader
review and discussion.
§
Understand
market trends, drivers & dynamics - work to promote new products and gain
exposure within target markets.
§
Build a
strong external network consisting of key influencers and collaborators within
the industry.
§
Seek out
the appropriate contact within the new business opportunity and generate leads,
cold calling prospective customers where necessary.
Required Skills and Abilities:
To perform this job successfully, an individual must be
able to perform each essential duty satisfactorily. The requirements listed
below are representative of the knowledge, skill, and/or ability required.
Reasonable accommodation may be made to enable individuals with disabilities to
perform the essential functions.
·
Must be innovative,
intuitive, responsive, organized, and analytical. Must possess solid sales
fundamentals to include presentation skills, account analysis and development,
and sales prospecting.
·
Strong
interpersonal, analytical, problem-solving, and communication skills required.
·
Proven sales territory
success, negotiation, persuasion, and presentation skills.
·
Comprehensive knowledge and understanding of
international and domestic freight forwarding operations, and
warehousing/distribution required.
·
Must demonstrate working knowledge of
accounting, logistics, pricing, and informational technology.
·
A minimum of 25% travel within the region is
required.
Education and
Experience:
- Bachelor’s degree
preferred or a minimum of 5 years of experience working in a large-scale
B2B environment.
·
5+ years’
experience in developing air/ocean freight
forwarding sales and domestic / international logistics.
- Proven track record of
successful business development and commercial success in B2B environment.
- Experience with
negotiations; strong influencing and persuasion skills.
- New Business Development
experience strongly preferred.
- Availability to visit
customers, make product presentations, meet in various locations.
- Experience inputting and tracking
sales-related data into a CRM system.
- Valid driver's license.
Salary and Benefits:
The salary for this position ranges between $90,000 and $130,000 annually plus commission and excellent benefits.
