Account Manager - Brisbane, United States - Expeditors
Description
Job DescriptionSCOPE 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.
Penetrate customers' organization structure at all levels, developing relationships beyond the main point of contact at all locations.
Focus on 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.
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 and engage key stakeholders so they are aware of, and actively supporting your efforts.
Create and deliver effective 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 (LAM accounts).
Ensure rates are kept up to date and communicated effectively to operations and customer either through customer SOP or SharePoint.
Document all meetings, opportunities and any other customer related information in CRM; and ensure data is accurate and consistent at all times.
Travel when necessary.
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.
Penetrate customers' organization structure at all levels, developing relationships beyond the main point of contact at all locations.
Focus on 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.
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 and engage key stakeholders so they are aware of, and actively supporting your efforts.
Create and deliver effective 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 (LAM accounts).
Ensure rates are kept up to date and communicated effectively to operations and customer either through customer SOP or SharePoint.
Document all meetings, opportunities and any other customer related information in CRM; and ensure data is accurate and consistent at all times.
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:
review for all key customers
review for all key customers
– AM to update presentation slides for all key customers
(Expeditors Revenue Summary) for all key customers
(Yield Management) CAM-GAM Only
– LAM Only
for all key customers
MEASUREMENT OF SUCCESS
Meet Expeditors AM measurement criteria as per below.
Retention Rate
Revenue Growth
Product & GEO Diversification
Relationship Alignment