Account Manager

Company Description

“We’re not in the shipping business; we’re in the information business” -Peter Rose, Expeditors Founder

Global supply chain management is what we do, but at the heart of Expeditors you will find professionalism, leadership, and a friendly environment, all of which foster an innovative, customer service-based approach to logistics.

• 18,000 trained professionals
• 350+ locations worldwide
• Fortune 500
• Globally unified systems

Job Description

Develop, maintain and measure Expeditors’ world wide activity with your customer(s). Manage all aspects of our relationship to grow revenue and deliver exceptional customer service, including local and global alignment
with our execution teams and the customer(s).

REPORTING STRUCTURE
Customer Retention and Development Manager.

PEER POSITION

District Sales Executive or Global Sales Executive.

JOB EXPECTATIONS & KEY RESPONSIBILITIES:

•Dedicate yourself to the success of Expeditors’ and the customer using ethical
business practices, personal commitment, passion, sacrifice and an obsession
with the fundamentals of running the business.
•Create and communicate a global strategic business plan in alignment with the
customers’ and Expeditors’ company goals.
•Penetrate customers’ organization structure at all levels, developing
relationships beyond the main point of contact at all locations.
•Focus on product & GEO diversification by owning, being accountable for, and
management of your sales pipeline to ensure you deliver revenue growth for
Expeditors.
•Improve your personal knowledge of your customers’ supply chain and industry, their financial objectives, and general business goals in order to
continually offer value add services. Create a network diagram to support you
on this endeavor.
•Initiate value add solutions based on Expeditors service offerings and
technology.
•Establish systems requirements (such as EDI) to better improve our customer
connectivity and overall customer service.
•Ensure global visibility and collaboration across Expeditors network (strategic
updates, KPI’s, service deliverables and initiatives).
•Follow our established
bid process and engage key stakeholders so they are
aware of, and actively supporting your efforts.
•Create and deliver effective
customer business reviews with emphasis placed
on how Expeditors can support customers with achieving their goals and
initiatives.
•Establish and monitor performance standards according to agreed KPI’s.
•Ensure customer expectations are clearly documented (through SharePoint or
Customer SOP) and communicated effectively.
•Highlight and escalate customers at risk.
•Ensure yields are managed and in line with company expectations with regular
review either in SAS (CAM GAM accounts), or through BI portal (LAM
accounts).
•Ensure rates are kept up to date and communicated effectively to operations
and customer either through customer SOP or SharePoint.
•Ensure customer is properly set up in CRM & customer account according to
CHQ expectations.
•Document all meetings, opportunities and any other customer related
information in CRM; and ensure data is accurate and consistent at all times
•Achieve and maintain acceptable scoring of related AM measurements
including the engagement of corrective measures when applicable.
•Travel when necessary.

ONE ON ONE MEETING PREPARATION WITH CRDM

Account Managers are responsible to meet regularly with their CRDM DM to ensure they are on track with meeting AM expectations. Preparation for these meetings includes the following:
•Network Diagram review for all key customers
•IISB review for all key customers
•Customer Engagement Toolkit AM to update presentation slides (12 24) for all key customers
•ERS(Expeditors Revenue Summary) for all key customers
•SAS (Yield Management) CAM GAM Only
•Yield Management Reports LAM Only
•Time Spent Review start, stop, continue doing
•Product GEO Value Add Diversification for all key customers.

Qualifications

QUALIFICATIONS
•
University or equivalent business
qualifications
•Minimum 3 years Expeditors’ or industry experience
•Proven work experience in business development
•Knowledge of Expeditors’ product and services
•Knowledge of required Expeditors’ operating systems
•Proficient in MS Office and CRM software
•Ability to communicate up and down management hierarchy with equal effectiveness
•Strong presentation skills
•Strong analytical skills
•Proven problem solving and interpersonal skills
•Charismatic with an ability to connect MEASUREMENT OF SUCCESS

Meet Expeditors AM measurement criteria as per below.
•Retention Rate
•Revenue Growth
•Product & GEO Diversification

•Relationship Alignment

Additional Information

Employee Benefits:

• Paid Vacation, Holiday, Sick Time
• Health Plan: Medical
• Life Insurance
• Employee Stock Purchase Plan
• Training and Personnel Development Program