National Account Manager - Air Freight Forwarding

Position Description Summary:

The National Account Manager’s role is to expand Schenker USA’s business. While the incumbent may have a primary product focus, he/she is expected to market all of Schenker’s International Services to potential and existing clients. The National Account Manager must also be committed to exceeding client expectations while respecting company policies.

What will you enjoy doing (duties/tasks)

New Business Development

Planning and Development

• Identifies and brings forward new business opportunities
• Establishes a prospecting plan; identifies potential clients using knowledge of the market electronic databases, industry trade associations, trade shows, networking events, and consults other sources of information.

Prepare action plans

• Identifies decision makers at target clients
• Maintains a good understanding of client business segment and of solutions proposed by the competition.
• Identifies and analyze customer needs and develop solutions adapted to client expectations
• Negotiates prices and conditions based on the type of service offering; proposes complementary services.
• Obtains a service agreement/contract

Account Retention

Follow-up and portfolio maintenance

• Maintains regular contact with clients
• Anticipates evolution of customer demands and translate those into service offerings.
• Responsible for ongoing, continuous customer relationship development with attendance at industry networking events, and hosting of customer entertainment meetings
• Collaborates with Schenker’s Business Development and Product Management Teams in developing innovative value propositions and customer solutions
• Gathers and shares with Schenker staff, verbally or in written form, pertinent market information and data on existing and prospective clients as well as on emerging industry trends and competitor activities

The individual in this position must be capable of performing all of the essential functions with or without a reasonable accommodation.

Working Environment:

Assignment Complexity - Work on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Exercise judgment within generally defined practices and policies in selecting methods and techniques for obtaining solutions.

Accountability – Use professional concepts and corporate policies and procedures to solve a wide range of difficult problems in imaginative and practical ways.

Impact of Decisions – Moderate impact on corporate operations and fiscal health.

Working Relationships – Regularly interact with peers and management concerning matters of diverse scope and discretion.

Scope – Work on problems diverse in scope. Normally receive no instructions on routine work, general instructions on new assignments. 

Essential Functions:

Must be able to pass any federal/state/local government, airport, or company-required background checks, clearances, and/or drug and alcohol tests.

What you need to succeed (Qualifications, experience, skills, attributes)

• Solid interpersonal and analytical skills required
• Generally prefer 2-5 years of relevant sales experience preferred
• Degree in relevant discipline preferred
• Concrete business examples of sales accomplishments
• Plans work and measures performance
• Business Community involvement.
• Good interpersonal skills required.
• Excellent written and verbal communication skills.
• Strong negotiation skills.
• Microsoft Office & Ability to learn and use other applications