Expeditors Local 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.

Organic Growth – Expeditors promotes from within. As a shining example, our CEO started as an entry level employee in our San Francisco office 31 years ago.

15,000 trained professionals
250+ locations worldwide
Fortune 500
Globally unified systems

Job Description

SCOPE OF POSITION

To create a unique Expeditors customer experience through total ownership of and accountability to:

• Understand global customer's profile, needs and expectations.

• Retain existing business and continuous pursuit of global business development

• Create a strategic and mutually beneficial relationship for Expeditors with the customer worldwide

REPORTING STRUCTURE

District Customer Retention and Development Manager

SYSTEM & TOOLS & ACCOUNT ADMINISTRATION

• Proper Customer Organization structure in CRM following the company's global standards

• CRM input and management ensuring data integrity at all times.

• Assist in creating and maintaining Customers SOPs and ensure full ownership of tactical responsibilities by operation and customer service teams

• Set the right expectations internally as well as externally with the customers

• Leverage and implement Expeditors reporting tools and value add solutions internally and externally with all selected customers

• Evaluate their usage and quantify their cost savings/cost avoidance

• Utilize corporate approved templates and presentations and customize when necessary

RETENTION

• Establish proper customer business mapping to ensure complete understanding of customer's global business, stakeholders, spending, strategy, goals, etc.

• Create and communicate a global strategic business plan in alignment with the customers mapping and Expeditors goals.

• Ensuring global visibility and collaboration across Expeditors network (Strategic updates, KPls, service deliverables, initiatives, etc. )

• Penetrate customers organizational structure at all levels, developing relationships beyond the main point of contact at all locations

• Initiate value added solutions based on Expeditors service offerings and technology.

• Ensure and drive the appropriate global alignment and engagement with the customer through meetings and reviews

DEVELOPMENT

• Pursue a larger global wallet share with all customers, while promoting up and cross selling with all customers at all locations

• Collaborate with the various departments and branches through regular meetings and joint calls to promote existing and new service offerings at all locations

• Ownership, accountability, and ongoing management of global pipeline and opportunities to ensure a healthy growth potential and faster business closure

• Promote Expeditors marketing activities and customer events

• Schedule regional & international travel when necessary to address global business need and growth potential

• Continuous review of customers revenue report and analysis aimed at identifying “at risk” customers and negative trends

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

• Strong presentation skills

• Proven project management skills

• Strong analytics skills

• Ability to perform and meet KPI requirements

• Proven problem solving and interpersonal skills

• Charismatic with an ability to connect

MEASUREMENT OF SUCCESS

• Annual performance review

• Has an active sales pipeline for most customers.

• Global revenue development and product diversification of district owned accounts

• Ratio of unplanned customers lost

• CRM data integrity and timeliness

• Customer meetings and reviews as required