Global Account Management -90%
Responsible for developing and maintaining strong C-Level relationships within existing and new accounts
Responsible for managing overall business relationship for assigned accounts
Assigned revenue targets for new business from existing customer
Ability to conduct strategic sales for assigned Global Customers – identify opportunities, decision makers, solutions
Expected to make 10 direct customer calls per month to assigned targets
Manage completion of customer presentations, QBR Meeting Materials and other internal reports and presentations as required.
Oversee implementation of new lanes or other customer business initiatives (productivity improvements, EDI etc)
Process Improvement Functions-10%
Teamwork – Must work professionally and effectively with key sales and operations staff worldwide in order to achieve macro target revenue goals.
Communication/Feedback – Accept feedback willingly; develop and maintain positive working relationships with management, peers and co-workers.
Process Improvement – Identify new administrative, sales or operations processes that increase overall team efficiency and enhance professionalism, and make recommendations for implementation to management.
Develop, improve and maintain Professional and Technical Knowledge by staying current with important industry issues and networking with co-workers, customers and industry contacts.
Coaching to Program Managers and Operations on Industry and Customer trends and expectations
A./B.S. Degree or equivalent work experience.
Strong Account Management and Sales experience in the Air Cargo industry.
Strong communication skills – ability to conduct Sr. level corporate meetings and executive presentations
Strong self motivation and strategic focus – ability to quickly identify key decision makers and opportunities
Ability to close business – clearly identify short and long-term global opportunities within existing account base
High-level negotiating skills – ability to negotiate global contracts and processes