Develops and maintains strategic partnerships with new or existing customers. Oversee customer accounts, strategically developing solutions that precisely meet customer needs and drive optimal sales and profits. Identifies opportunities for account growth while offering customers a full array of value added services. Identify key trends for ocean and freight forward industry to determine new sales opportunities. Monitors competitor actions to ensure that appropriate responses are formulated and communicated.
PRINCIPAL DUTIES AND RESPONSIBILITIES
- Establish strategic partnerships for company’s ocean and freight forward business. Demonstrate an agile mindset, lead by example, and embrace change, emphasizing attentive listening to business objectives.
- Develop customer accounts on a global scale, driving growth through high-level strategies and leading the account growth for effective execution.
- Prospecting of target customers through proactive networking and leveraging existing relationships within the broader FedEx enterprise.
- Developing the sales strategy for the deployment of the Company’s services to customer opportunities within ocean and freight business.
- Ensures attainment of revenue and margin/yield goals for assigned accounts.
- Formulate and develop comprehensive business plans for each account.
- Address sales growth activities, competitive pricing strategies while coordinating customer-based activities and strategies globally.
- Engage with customers at a senior level to assess satisfaction, manage critical situations with at-risk accounts, and ensure a proactive approach to customer needs.
- Collaborate across functional areas in development of solutions, proposals, and pricing models. This includes attending sales calls to further define the opportunity and develop the value proposition for account closure.
- Manage the proposal and presentation process.
- Utilize established processes and tools and ensure all data is accurate and up-to-date.
- Provide weekly reporting on all accounts in stages for new business development.
- Provide leadership for sales to the Company by continuously energizing the effort for moving new potential customers through the sales cycle in a professional, passionate, and engaging manner.
JOB SPECIFICATIONS FOR SUCCESSFUL PERFORMANCE
- Bachelor’s Degree/equivalent and eight(8) years of ocean and freight forward sales experience required.
- Experience selling to C-Suite Executives is highly preferred. Proven experience with logistics processes, solutions and project management.
- Strong understanding of ocean freight import process from issuance to final delivery.
- Successful experience selling solutions globally to customers of varying size and complexity.
- Demonstrated ability to achieve major account sales goals & to plan & execute major customer sales strategies.
- Ability to seek out available resources to create preliminary comprehensive acct overviews and summaries, basic financial competitive analyses by industry vertical & quantitative benchmarking preferred.
- Strong interpersonal skills with the ability to develop effective customer and employee relationships. Strategic planning and sales management skills.
The Company
FedEx Logistics provides e-Commerce, freight forwarding, as well as import and export services that allow companies to reach markets throughout the world. They help customers of all sizes solve the intricacies of shipping goods globally by providing comprehensive international ocean and air freight forwarding, surface transportation and distribution, customs brokerage, trade and customs advisory services, and advanced e-commerce and trade facilitation solutions.
The Philosophy
People–Service–Profit (P-S-P). We take care of our People so that they can deliver impeccable Service to our customers who will give us the Profit necessary for FedEx to be successful. Our success in the industry is attributed to our people. Through our P-S-P philosophy, we have a work environment that encourages employees to be innovative in delivering the highest possible quality of service to our customers. We care for our employees' well-being and value their contributions to the company.
The Culture
We honor innovation, integrity and diversity. We have many formal policies, procedures and programs to bring out the best in our staff, individually and in teams.
The Mission
We strive to be the Best Company to work for with the Best Service and the Best Brand in our industry.
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