National Account Manager - Freight Forwarding

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.