Outside Sales - Key Account Sales Representative

About This Role

Develop, manage, and execute the day-to-day sales strategy for key accounts to achieve profitability and volume growth goals. This role involves commercial performance and accountability for customer relationships within the marine container shipping industry.

Responsibilities

• Achieve or exceed assigned volume and revenue budget from RKA/LKA accounts by trade lane
• Maintain a new business account pipeline to achieve account portfolio expansion goals or replace lost business
• Utilize ONE Force to maintain customer contacts, communications, and relevant account information
• Maintain customer specific Account Plan (AP) by trade and provide input to space control analyst
• Monitor reporting including Looker and PowerBi resources; TPEB Marketing Report, TPEB Award File, TPWB Marketing Report, NA Lift Report
• Share customer performance against their AP weekly and take corrective action with customers
• Maintain regular communication with sales support co-ordinator to ensure alignment and coordinate division of work
• Monitor Customer Scorecard elements and take corrective action to change customer behavior
• Manage customer tenders and follow existing processes including Eagle planning, boiler plate review, War Room prep, volume award upload
• Responsible for post contract on-boarding as well as customer awareness/adoption of ONE DDE initiatives including e-commerce and ONE Quote

Requirements

• Ability to develop and implement tactical sales plan consistent with sales 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
• Ability to lead and drive 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

Qualifications

• Bachelor's degree preferred
• 2+ years of outside sales experience in container shipping or logistics sectors preferred

Nice to Have

• 2+ years of outside sales experience in container shipping or logistics sectors

Skills

* Required skills