Sr. Export Sales Executive

About HMM America Shipping Agency:

HMM is a leading global shipping company operating over 130 state-of-the-art vessels encompassing more than 50 sea routes to over 100 ports of call. HMM strategically collaborates with customers to develop customized supply chain solutions for dry, refrigerated and other specialized cargo.

HMM is currently ranked Top 8 global ocean carriers in terms of service network and market capacity. HMM has formed a global business network of vessels, terminals, railroads, trucks and offices around the world. HMM is highly regarded as one of the world's top integrated-logistics companies with a commitment to operational excellence by our team of industry professionals and state of the art technology.

GENERAL POSITION OVERVIEW

Responsible for maintaining department and company standards for ocean freight contract negotiation and management. Be able to respond to rate quotes on a timely basis in order to meet critical deadlines as required by our customers and potential customers. Monitor bookings and contract performance within your assigned region, observe KPI management for pricing and field sales, and make various data reports on a regular and ad hoc basis when required. Ensure service contracts are in full compliance with FMC regulations and company standards. Must be flexible with vastly changing international and local market conditions.

GENERAL POSITION OVERVIEW

The Sr Account Manager is an outside sales position responsible for selling HMM’s transportation services to customers within the designated geography. The primary responsibility is to develop customer business relationships both with the existing account base and develop new accounts in order to secure business for the import/export trade lanes as assigned. Functions also include negotiating contracts/rates, problem solving and handling daily account requests. An Account Executive is responsible for reporting market and account activity to the sales manager as well as meeting weekly sales targets and other Key Performance Indicators (KPI’s) that are set by Regional Management. The Account Executive is expected to maintain a professional image at all times that best represents HMM.

ESSENTIAL JOB FUNCTIONS/DUTIES

• Outside sales calls
• Customer contact in all face-to-face & non-facing manners
• Verbal/written communications with both internal colleagues and external customers
• Rate/service contract management work with pricing & trade group
• Ensure service contracts are managed & updated properly with inside sales representatives.
• Review weekly KPIs and performances to ensure maximum lifting and revenue for the accounts
• Attend weekly meetings and preparing weekly preplans and post-plans
• Promptly submit all business-related expenses
• Market Reports – weekly or as required
• Pursue past due accounts and work with finance/accounting group
• Performs other duties as assigned.

QUALIFICATIONS

ESSENTIAL SKILLS, KNOWLEDGE, AND ABILITIES

• Be enthusiastic and passionate and general willingness to assist others around you.
• A strong business acumen.
• A willingness to assist customers with positive attitude.
• A strong desire to work independently and yet understand how to work collaboratively in a team-setting.
• Excellent verbal and written communication skills internally and externally.
• Sales background is preferred and understanding sales cycle is essential.
• Must be well organized and able to prioritize work and must have good follow through.
• Should also be goal-oriented and be relentless in terms of pursuing opportunities.
• Good problem solving and being detailed-oriented.
• Should understand dynamics of basic negotiations.
• Basic understanding of business and sales/marketing is essential.
• Understanding international business and global trade is useful.
• Any knowledge of ocean shipping on either import or export is extremely helpful.
• Outstanding knowledge of MS office; knowledge of CRM and other TMS software is a plus.
• Must have a driver's license and car which meets company standards.
• Must also be willing to travel outside the territory if required.

EDUCATION AND EXPERIENCE

• High School diploma or GED required; Bachelor’s degree in business, sales, marketing, global logistics, or maritime preferred
• Requires at least 4 years of customer-facing outside sales experience
• Requires 6+ years of sales experience with ocean carriers, global logistics, or international trade

ENVIRONMENT / EQUIPMENT / PHYSICAL DEMANDS

• Work performed in an office environment where the noise level is moderate. Regularly required to stand, sit, and walk around the office. Frequently required to work on a computer. Occasionally required to use force to lift, push and pull up to 20 pounds.
• Nothing in this position description restricts management’s right to assign or reassign essential and non-essential duties and responsibilities to this position at any time.
• May require some travel ranging from 0-20% travel depending upon territory.