Job Title:

GCM OTI – ONE Care Sales

Location:

Lombard, Boise, Long Beach. This position will follow a hybrid work-from-home/office model with at least three days in the office weekly

Role Summary:

The GCM OTI ONE Care Sales position is responsible for developing, managing, and executing the day-to-day sales strategy and activities under the supervision of the OTI Senior Manager, to ensure profitability and volume growth goals under ONE’s marketing and commercial policy/strategy are achieved. This includes commercial performance and accountability for customers.

Additional Responsibilities:

Sales Performance and Execution

• Achieve or exceed assigned volume and revenue budget from GKA OTI account based on trade lane within the specific marketing objectives under the guidance of Sales Management.

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

• Utilize ONE Force 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 space control analysts in required format on time.

• Monitor reporting including Looker resources; TPEB Marketing Report, TPEB Award File, TPWB Marketing Report, NA Lift Report. Share customer performance against their AP on a weekly basis. Take corrective action with the customer as necessary to hold them accountable for meeting their commitment

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

• Monitor Customer Scorecard elements including AP performance, Accounts Receivables, container long dwell, contract terms, etc, and take corrective action as necessary to change customer behavior.

• Manage GKA OTI customer tenders in coordination with the OTI Senior Manager and follow existing processes including Eagle planning, boilerplate review, War Room prep, and volume award upload. Responsible for post-contract onboarding as well as customer awareness/adoption of ONE DDE initiatives including e-commerce and ONE Quote.

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 inside and outside

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

• Ability to develop and implement tactical sales plans consistent with 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

Required Minimum Years Experience:

5+ years of outside sales experience in container shipping or logistics sectors preferred

Required Minimum Education:

Highschool diploma/GED Required

Bachelor’s Degree and above preferred