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.
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:
MEASUREMENT OF SUCCESS
- Meet Expeditors AM measurement criteria as per below.
- Retention Rate
- Revenue Growth
- Product & GEO Diversification
- Relationship Alignment