Ocean Carrier 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

The Account Executive 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 always expected to maintain a professional image  that best represents HMM. 

ESSENTIAL JOB FUNCTIONS/DUTIES

• Build market position by locating, developing, defining and closing new business; arrange business development meetings with existing and prospective clients
• Become a subject matter expert on our HMM services offered, and remain up-to-date on industry news
• Interact regularly with local management and develop close and cooperative working relationships with operations staff to ensure customer needs are being met
• Develop growth strategy focused on financial gain, profitability with diversification to meet assigned targets
• Follow-up with clients and operations to ensure exceptional service
• Perform market research to continually identify new pipeline opportunities; presenting and demonstrating the value of HMM products and services to current and prospective buyers
• Build a customer database of key information; maintain active pipeline; measure KPIs; identify trends to improve win probability and forecasting accuracy
• Work with Pricing and Management on clients that require yield improvement within customer base
• Perform other duties as assigned

QUALIFICATIONS

ESSENTIAL SKILLS, KNOWLEDGE, AND ABILITIES

• Excellent communication and negotiation skills
• Ability to build a rapport with clients
• Excellent organizational and time management skills
• Must be computer literate in Word, Excel & PowerPoint
• Innovation and problem-solving skills that include ability to develop and propose supply chain solutions
• A strong desire to work independently and yet understand how to work collaboratively in a team
• Sales background is preferred and understanding sales cycle is essential
• Must have a driver's license and car which meets company standards  
• Must also be willing to travel outside the territory when required 

EDUCATION AND EXPERIENCE

• Bachelor’s degree or equivalent work experience in related field
• Must have proven sales track record in transportation and logistics
• At least 4 years in sales or management role

ENVIRONMENT / EQUIPMENT / PHYSICAL DEMANDS

• 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.