Sales Manager - Perishables

Nippon Express Company, Ltd. (“NX”) was founded in 1872 in Japan and is headquartered in Tokyo.  NX employs approximately 72,000 employees at 733 locations, in 47 countries and 314 cities around the world. 

Nippon Express U.S.A., Inc. (“NEU”) was incorporated in New York in 1962 as a fully owned subsidiary of NX.  NEU provides logistics solutions and comprehensive transportation services through its international freight forwarding and logistics network, including specialized handling of: air, land, sea and express packages; all types and sizes of cargo; personal effects and household goods; fragile and perishable freight; and livestock.  NEU also provides related services, such as warehousing, distribution and customs brokerage and clearance. NEU operates at 55 locations in 27 states within the U.S., with approximately 1300 employees.  NEU has enjoyed tremendous growth and success as one of the top five international freight forwarders in the world. We connect people with products throughout the world.

Primary Duties:

• Responsible for securing and managing new customer business. Air, Ocean,Warehousing/Distribution, Truck and 3PL.


• Responsible for developing strong C-Level relationships with Target Customers in Perishables Business


• Provide expertise in the assigned vertical to share with other members. 


• Assigned quarterly and annual Revenue/Operating Profit targets to include overall territory target andindividual account targets


• Responsible for managing a target customer list within the vertical for own sales


• Ability to analyze target customers entire Supply Chain and create a supply chain mapping in order to determine actual target business from main target and additional suppliers. 


• Ability to conduct strategic sales initiatives within assigned Vertical


• Expected to make 8-10 quality customer calls per week


• Provide coaching and conduct joint sales calls with Regional/Local Account Executives related to assigned vertical


• Sales Manager has 100% revenue/operation profit responsibility

Customer planning and coordination:

• Maintains personal contact with key customers.


• Research customer needs and develop application of products and services in an effectivemanner by.


• Determining market strategies & goals for each product and serviceof NEU within the Vertical


• Research and develop lists of potential customersby doing market research


• Secure information to create profile of customer Supply Chain to evaluate necessary solutions to be presented.  


• Maintaining up-to-date understanding of industry trends and technical developments thateffect Vertical


• Establishing & maintaining industry contacts that lead to sales


• Working with NEU sales staff and branch operations staff to establish acommunication path with and within the customer to ensure sales opportunities for products &services

Note:   This job description indicates the general nature and level of the work being performed by employees in this job.  It is not intended to be an exhaustive list of all tasks, duties, and qualifications of employees assigned to this job.  Incumbents may be asked to perform other duties as required.  

Minimum Requirements, Education, and Experience:

• Bachelor's degree, or equivalent, in marketing, business administration, economics.


• 7+ plus years of business experience which should include


• Significant experience in sales and marketing preferably in a freight forwarding/logisticsbusiness


• Must have 10 or more existing relationships in assigned vertical


• Significant experience in sales staff development and training


• Several years’ experience in general management concepts such as planning, accounting,administration, and economics.


• Valid state motor vehicle operator's license. Willingness to travel extensively in regionalterritory.

Skill Sets Required:

• Strong Communication skills – ability to conduct Sr. level corporate meetings and executivepresentations.


• Strong self-motivation and strategic focus – ability to quickly identify key decision makersand opportunities.


• Ability to close business – clearly identify short and long-term Global Opportunities


• High level of negotiating skills – ability to negotiate global contracts and processes


• Strong coaching skills. Coach and mentor Regional/Local Sales staff


• Ability to utilize CRM tools for clear and timely sales updates


• Strong MS Office skills- PowerPoint, Excel, Word, Outlook

Sales Activity Expectations:

• Established Annual Revenue Target / Operation Profit Target


• Weekly Sales Expectations – 8-10 calls per week


• Update Target Account list on a weekly basis


• Issue Customer quotations – 15-25 per month


• New Business reported and maintained on a monthly basis


• Attend meetings and report sales activity on a weekly basis as requested


• Ability to utilize CRM tools for clear and timely sales updates


• Strong MS Office skills- PowerPoint, Excel, Word, Outlook

Behavioral Requirements:

• Strong leadership, management and organizational skills


• Strong teamwork skills and inclination


• Strong communications skills – listening, public speaking, providing and receiving feedback


• Process improvement


• Influencing skills in a matrix environment


• Ability to understand, develop and maintain multi-cultural relationships


• Patience – ability to deal with complex processes that may involve multiple levels of approval