Develop and maintain customer & trade-lane specific business plan to achieve or exceed weekly production quotas.
Pre-plan & manage sales territories ensuring that an average of 12-15 sales calls per week are made excluding required management meetings, holiday & vacations.
Utilize travel & customer entertainment budget to augment customer relationships & business plan achievement.
Manage qualification of new BCO or value added NVOCC business opportunities by monthly review of Journal of Commerce (J.O.C.) market data to ensure that active customers that are moving volumes greater than 100 TEUS per year are known & called on within each sales territory.
Ensure push & pull sales follow up occurs after each customer sales calls detailing the results of your sales coverage.
At a minimum, each sales call should generate at least one follow up email or correspondence.
Make a minimum of 15 cold calls per quarter to grow current BCO active customer base within sales territory.
Timely response to all emails, memos or other requests for information within agreed upon standards

Bachelor’s Degree or equivalent work experience required.
Minimum of 6 years of industry experience, preferably 4 years carrier outside sales experience.
Good computer skills: Word, Excel, Power Point
Good communication & interpersonal skills
Excellent problem solving skills
Ability to work independently
Strong negotiation skills
Ability to handle multiple tasks simultaneously
Frequent travel required

Key Account Manager

Key skills