Account Manager

1 month ago

Montreal, Canada Expeditors International Full time

“We’re not in the shipping business; we’re in the information business” -Peter Rose, Expeditors Founder

Global supply chain management is what we do, but at the heart of Expeditors you will find professionalism, leadership, and a friendly environment, all of which foster an innovative, customer service-based approach to logistics.

Organic Growth – Expeditors promotes from within. As a shining example, our CEO started as an entry level employee in our San Francisco office 31 years ago.

  • 15,000 trained professionals
  • 250+ locations worldwide
  • Globally unified systems
Job Description

SCOPE OF POSITION

Develop, maintain and measure Expeditors’ world-wide activity with your customer(s). Manage all aspects of our relationship to grow revenue and deliver exceptional customer service, including local and global alignment with our execution teams and the customer(s).

REPORTING STRUCTURE

Customer Retention and Development Manager

PEER POSITION

District Sales Executive or Global Sales Executive

JOB EXPECTATIONS & KEY RESPONSIBILITIES

•Dedicate yourself to the success of Expeditors’ and the customer using ethical business practices, personal commitment, passion, sacrifice and an obsession with the fundamentals of running the business.

•Create and communicate a global strategic business plan in alignment with the customers’ and Expeditors’ company goals.

•Penetrate customers’ organization structure at all levels, developing relationships beyond the main point of contact at all locations.

•Focus on product & GEO diversification by owning, being accountable for, and management of your sales pipeline to ensure you deliver revenue growth for Expeditors.

•Improve your personal knowledge of your customers’ supply chain and industry, their financial objectives, and general business goals in order to continually offer value add services. Create a network diagram to support you on this endeavor.

•Initiate value add solutions based on Expeditors service offerings and technology.

•Establish systems requirements (such as EDI) to better improve our customer connectivity and overall customer service.

•Ensure global visibility and collaboration across Expeditors network (strategic updates, KPI’s, service deliverables and initiatives).

•Follow our established bid process and engage key stakeholders so they are aware of, and actively supporting your efforts.

•Create and deliver effective customer business reviews with emphasis placed on how Expeditors can support customers with achieving their goals and initiatives.

•Establish and monitor performance standards according to agreed KPI’s.

•Ensure customer expectations are clearly documented (through SharePoint or Customer SOP) and communicated effectively.

•Highlight and escalate customers at risk.

•Ensure yields are managed and in line with company expectations with regular review either in SAS (CAM-GAM accounts), or through BI portal (LAM accounts).

•Ensure rates are kept up to date and communicated effectively to operations and customer either through customer SOP or SharePoint.

•Ensure customer is properly set up in CRM & customer account according to CHQ expectations.

•Document all meetings, opportunities and any other customer related information in CRM; and ensure data is accurate and consistent at all times.

•Achieve and maintain acceptable scoring of related AM measurements including the engagement of corrective measures when applicable.

•Travel when necessary.

ONE-ON-ONE MEETING PREPARATION WITH CRDM

Account Managers are responsible to meet regularly with their CRDM/DM to ensure they are on track with meeting AM expectations. Preparation for these meetings includes the following:

•ERS (Expeditors Revenue Summary) for all key customers

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STRUCTURE DE RAPPORT

POSITION PAR LES PAIRS

Qualifications

QUALIFICATIONS

•University or equivalent business qualifications

•Minimum 3 years Expeditors’ or industry experience

•Knowledge of Expeditors’ product and services

•Knowledge of required Expeditors’ operating systems

•Proficient in MS Office and CRM software

•Ability to communicate up and down management hierarchy with equal effectiveness

•Strong presentation skills

•Strong analytical skills

•Proven problem solving and interpersonal skills

•Charismatic with an ability to connect

•Bilingual in French required

MEASUREMENT OF SUCCESS

Meet Expeditors AM measurement criteria as per below.

--------------------------------------------------------------------------------------------------------------------

QUALIFICATIONS

Additional Information

Expeditors offers excellent benefits

  • Paid Vacation, Holiday, Sick Time
  • Health Plan: Medical, Prescription Drug, Dental and Vision
  • LifeInsurance
  • RRSP Retirement Savings Plan
  • Employee Stock Purchase Plan
  • Training and Personnel Development Program

Expeditors Canada Inc. is an equal opportunity employer and is pleased to accommodate individual needs in accordance with the Accessibility for Ontarians with Disabilities Act, 2005 (AODA) within our recruitment process upon request. If you require accommodation at any time throughout the recruitment process please contact Employee Relations at EmployeeRelationsCanada@expeditors.com.

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