As a Fortune 500 company, Expeditors employs more than 15,000 trained professionals in a worldwide network of over 300 locations across six continents. Expeditors satisfies the increasingly sophisticated needs of international trade through customized solutions and seamless, integrated information systems. Our services include the consolidation and forwarding of air or ocean freight, customs brokerage, vendor consolidation, cargo insurance, time-definite transportation, order management, warehousing, distribution and customized logistics solutions. Expeditors is headquartered in Seattle, Washington.

This job will be located at an Expeditors office location in the Americas. 

General Job Functions:

In collaboration with geography, product, and service teams, grow Expeditors’ net revenue generated from customers within the industry vertical.  This is achieved through four main activities:

1. Product, service and geography development
2. Marketing and customer events
3. Training, knowledge build, and mentorship
4. Sales and account development

The time the regional vertical manager allocates to each activity will be mutually agreed with the vertical manager’s geography leader, the global director for the vertical, and be consistent with their TBP. As a point of reference and to achieve consistency across geographies, the time a regional vertical manager allocates to each of the below activities should be approximately:

• Sales and account development 40%
• Product and service development 20%
• Marketing and Customer Events 15%
• Training and Knowledge build* 25%

*includes internal communication and monthly reporting

Reporting, Direction & Sponsorship

Regional vertical managers’ report to Sales leadership team with a ‘dotted line’ to the Global Director for the vertical.   

1. The Sales Leader will direct the vertical manager based on their geography’s priorities. 
2. The vertical director will provide direction on the vertical program strategy, and seek consistency and alignment within the vertical program across the geographies.  

Prior to the beginning of each year, the regional vertical manager will prepare and agree a Tactical Business Plan (TBP) with their Sales Leader and vertical director..

Specific Job Functions:

Sales & Account Development

Vertical managers are expected to be actively engaged in the closing of New Logo and New Business of off Existing customer. They are expected to maintain 5% of their overall Revenue to come from New accounts. This is achieved through direct customer engagement and support of account managers and sales executives through the following activities:  

Sales Calls

• Direct customer engagement connected to large and strategically important opportunities
• Supporting the development and closing of new opportunities

Target Development

• Identify and agree on global, regional and strategically important local targets with sales leaders
• Actively participate in host branch sales meetings and support business development locally

Conference Calls 

• Regular calls with sales owners on strategically important target customers
• Through monthly group calls, provide industry updates and share best practice with the account managers for the top 20 vertical customers in the geography
• Monthly conference calls/meeting with direct report and the Global Vertical Leader on the performance and areas of focus on the vertical

RFIs / RFQs

• Collaborating with bid owners on large and strategically important opportunities
• In collaboration with the global vertical leader:
  • Keep the Bid Q&A database up-to-date with FAQs
  • Answer specific questions for which stock answers are not available

Marketing & Customer Events

Vertical managers are expected to support the network with fresh content (educational) based marketing:

Sales Collateral

• Writing and publishing case studies and sales flyers that showcase special programs and industry capabilities.  One new piece of sales collateral per quarter.

Expeditors’ Customer Events

• Be an active participant and support for Global Logistics Conferences (GLCs), focus groups, seminars, and webinars.

Industry Events

• Participating in trade shows, speaking opportunities, and customer awards.

Social Media

• Post relevant articles and content consistent with Expeditors’ social media policy.  

Product and Service Development

Vertical Managers are responsible for:

• Identifying and educating geography, product, and service leaders on industry trends and industry specific service requirements
• Collaborating with geography, product,  service leaders, and global vertical leaders to build programs and services which address the unique needs of a specific vertical industry
• Supporting geography, product, and service teams with the development and rollout of industry specific operational procedures and training
• Supporting the global vertical leader with creating and delivering sales training to enable the network to sell Expeditors’ industry solutions effectively

Each product and service development involves five broad steps:

1. Identification, research of opportunity, and prioritization within vertical(s)
2. Initial development proposal – review and sign-off by geography/product/service leaders
3. Write and publish detailed business plan
4. Undertake product development
5. Launch/roll-out

The vertical manager is responsible for steering the product/service development from identification to launch including securing the first new business.

Training and knowledge Building

The vertical manager is responsible for helping Expeditors geography, product, and service teams to effectively serve customers in their industry. These responsibilities are centered on supporting the global vertical leader with:

• Developing and delivering of training linked to:
• Industry requirements and trends
• Industry specific product/services
• Industry specific operational standards and procedures
• Industry focused sales training for sales and account managers
• Promoting activity within the industry subject matter expert (SME) collaboration site
• Maintaining the industry vertical’s insite pages with industry information, sales collateral, best practices, etc.
• Publishing weekly, monthly, and/or quarterly industry updates as appropriate
• Contributing to executive updates

Measurement of Success

The performance of a vertical manager is assessed through their success at:

• 5% of Overall Revenue derived from New Logo
• 5% of Overall Revenue derived from Growth on Existing accounts
• 20 named accounts in Region
• Effectively applying existing products and services to the vertical industry
• Educating the field on the vertical industry and our capabilities
• Supporting the development of new business with direct engagement with customers
• Meeting the communication requirements to the field as directed by the Global Vertical Leader and the direct report
  • Weekly updates
  • Promotional material

Expected base salary: $75,000 – $150,000

Expeditors offers excellent benefits:

• Paid Vacation (first year prorated based off month of hire then eligible for 15 days) 
• Holidays (10)
• Flexible Days (2)
• Paid Sick Time (accrual rate of 1 hour of sick time per 30 hours paid)
• 401(k) Retirement Savings Plan with employer match
• Employee Stock Purchase Plan (ESPP)
• Medical, Prescription Drug, Dental & Vision Coverage
• Health Savings Account (HSA)
• Life and Disability Insurance
• Paid Parental Leave (additional eligibility criteria)
• Dependent Care Flexible Spending Account (DC FSA)
• Commuter Benefit
• Employee Assistance Program (EAP)
• Training and Personnel Development Program
• Educational Assistance and Reimbursement

All your information will be kept confidential according to EEO Guidelines.