Job Description

Key Account Executive, Global Accounts - Shipping / Logistics

Job Title:

Key Account Executive, Global Key Accounts, BCO

Role Summary:

Role Summary:

This role involves the development, management, and daily execution of sales strategies and activities for Global Key Accounts, reporting to the Director of Global Customer Management, BCO. The Senior Account Executive is accountable for the overall engagement between ONE and their assigned Global Key Accounts, with responsibility for achieving profitability and volume growth targets, in alignment with ONE’s marketing and commercial strategy, including commercial performance and customer accountability.

Key Responsibilities:

Sales Performance and Execution

• Achieve or exceed assigned volume and revenue budget from Global Key Accounts based by trade lane within the specific marketing objectives under the guidance of Global Customer Management (GCM) leadership.

• Maintain a new business account pipeline to achieve account portfolio expansion goals or to replace lost business when needed.

• Utilize Salesforce to maintain customer contacts, communications and relevant account information for cross functional stakeholder visibility and access.

• Maintain customer specific Account Plan (AP) by trade, and provide input to GCM space control team in required format on time.

• Monitor reporting and share customer performance against their account plan on a weekly basis. Take corrective action with customers as necessary to hold them accountable.

• Maintain regular communication with GCM sales support to agree on established priorities, ensure alignment of effort and coordinate division of work to support the customer, and achieve budget goals.

• Monitor Customer Scorecard elements including performance, accounts receivables, container long dwell, contract terms, etc and take corrective action as necessary.

• Manage customer tenders and follow existing processes. Responsible for post contract on-boarding as well as customer awareness/adoption of ONE DDE initiatives.

• Responsible for Quarterly Business Reviews (QBR) for assigned accounts .

• Quarterly reviews to review global account performance and additional areas of opportunity.

Direct and Manage Horizontally

• Demonstrate effective relationships with other internal stakeholders to ensure a collaborative team, cross-functional level, performs to attain sales plan.(i.e.--Operations, Pricing, Customer Service, other Sales Regions, Accounting).

Core Required Skills and Competencies

• Ability to communicate necessary information with customers and stakeholders as appropriate.

• Successful persuasion, negotiation, and problem-solving skills with customers and stakeholders both internal and external.

• Accountability for profitable business development and on-board new business.

• Ability to develop and implement tactical sales plans consistent with GCM sales goals.

Function Specific Required Skills and Competencies

• Proven ability to successfully strategize, implement, execute and achieve day to day commercial plans to support and meet departmental goals.

• Skilled in all facets of the sales process: lead generation, opportunity qualifications, sales execution solution and business case development, negotiating and closing.

• Track record of establishing goals and metrics for meeting/exceeding goals/ targets.

• Proven ability to lead and drive his or her performance from plan to close.

• Ability to communicate, present and influence counterpart levels of the client organization.

• Professional and personable demeanor.

• Able to build rapport across varying personality types.

• Ambitious and self-motivated.

• Strong communication skills, verbal and written.

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Required Minimum Years

• 5+ years of outside sales / key account management experience in container shipping or logistics sectors preferred

Required Minimum Education

• Bachelor’s Degree Preferred