Account Manager

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{
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        "jobDescription": {
          "text": "<p><strong>SCOPE OF POSITION</strong><br>\nDevelop, maintain and measure Expeditors’ world-wide activity with your customer(s). &#xa0;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).&#xa0;</p><p><em>REPORTING STRUCTURE</em><br>\nCustomer Retention and Development Manager</p><p><em>PEER POSITION</em><br>\nDistrict Sales Executive or Global Sales Executive</p><p><strong>JOB EXPECTATIONS &amp; KEY RESPONSIBILITIES</strong></p><ul><li>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.</li><li>Create and communicate a global strategic business plan in alignment with the customers’ and Expeditors’ company goals.</li><li>Penetrate customers’ organization structure at all levels, developing relationships beyond the main point of contact at all locations.</li><li>Focus on <a href=\"https://am.collaboration.expeditors.com/CRDM_Playbook/_layouts/15/WopiFrame2.aspx?sourcedoc=/CRDM_Playbook/Documents/CRDM-AM%20One%20on%20One%20support%20documents/Product-GEO%20diversification%2c%20Value%20Add%20and%20Bid%20management.xlsx&amp;action=default\" rel=\"noopener noreferrer\">product &amp; GEO diversification </a>by owning, being accountable for, and management of your sales pipeline to ensure you deliver revenue growth for Expeditors.</li><li>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.&#xa0; Create a <a href=\"https://insite.expeditors.com/products-services/sales/Pages/Training.aspx\" rel=\"noopener noreferrer\">network diagram </a>to support you on this endeavor.</li><li>Initiate value add solutions based on Expeditors service offerings and technology.</li><li>Establish systems requirements (such as EDI) to better improve our customer connectivity and overall customer service.</li><li>Ensure global visibility and collaboration across Expeditors network (strategic updates, KPI’s, service deliverables and initiatives).</li><li>Follow our established <a href=\"https://insite.expeditors.com/products-services/sales/Pages/Bids.aspx\" rel=\"noopener noreferrer\">bid process </a>and engage key stakeholders so they are aware of, and actively supporting your efforts.</li><li>Create and deliver effective <a href=\"https://insite.expeditors.com/products-services/acct-mt/Pages/Business-Review-Resources-.aspx\" rel=\"noopener noreferrer\">customer business reviews </a>with emphasis placed on how Expeditors can support customers with achieving their goals and initiatives.</li><li>Establish and monitor performance standards according to agreed KPI’s.</li><li>Ensure customer expectations are clearly documented (through SharePoint or Customer SOP) and communicated effectively.</li><li>Highlight and escalate customers at risk.</li><li>Ensure yields are managed and in line with company expectations with regular review either in SAS (CAM-GAM accounts), or through <a href=\"https://am.collaboration.expeditors.com/Customer_Tools_Reporting/Lists/Internal%20Reporting%20%20Yields%202/Tiles.aspx\" rel=\"noopener noreferrer\">BI portal </a>(LAM accounts).</li><li>Ensure rates are kept up to date and communicated effectively to operations and customer either through customer SOP or SharePoint.</li><li>Ensure customer is properly set up in CRM &amp; customer account according to CHQ expectations.</li><li>Document all meetings, opportunities and any other customer related information in CRM; and ensure data is accurate and consistent at all times.</li><li>Achieve and maintain acceptable scoring of related AM measurements including the engagement of corrective measures when applicable.</li><li>Travel when necessary.</li></ul><p><strong>JOB EXPECTATIONS &amp; KEY RESPONSIBILITIES</strong></p><ul><li>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.</li><li>Create and communicate a global strategic business plan in alignment with the customers’ and Expeditors’ company goals.</li><li>Penetrate customers’ organization structure at all levels, developing relationships beyond the main point of contact at all locations.</li><li>Focus on <a href=\"https://am.collaboration.expeditors.com/CRDM_Playbook/_layouts/15/WopiFrame2.aspx?sourcedoc=/CRDM_Playbook/Documents/CRDM-AM%20One%20on%20One%20support%20documents/Product-GEO%20diversification%2c%20Value%20Add%20and%20Bid%20management.xlsx&amp;action=default\" rel=\"noopener noreferrer\">product &amp; GEO diversification </a>by owning, being accountable for, and management of your sales pipeline to ensure you deliver revenue growth for Expeditors.</li><li>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.&#xa0; Create a <a href=\"https://insite.expeditors.com/products-services/sales/Pages/Training.aspx\" rel=\"noopener noreferrer\">network diagram </a>to support you on this endeavor.</li><li>Initiate value add solutions based on Expeditors service offerings and technology.</li><li>Establish systems requirements (such as EDI) to better improve our customer connectivity and overall customer service.</li><li>Ensure global visibility and collaboration across Expeditors network (strategic updates, KPI’s, service deliverables and initiatives).</li><li>Follow our established <a href=\"https://insite.expeditors.com/products-services/sales/Pages/Bids.aspx\" rel=\"noopener noreferrer\">bid process </a>and engage key stakeholders so they are aware of, and actively supporting your efforts.</li><li>Create and deliver effective <a href=\"https://insite.expeditors.com/products-services/acct-mt/Pages/Business-Review-Resources-.aspx\" rel=\"noopener noreferrer\">customer business reviews </a>with emphasis placed on how Expeditors can support customers with achieving their goals and initiatives.</li><li>Establish and monitor performance standards according to agreed KPI’s.</li><li>Ensure customer expectations are clearly documented (through SharePoint or Customer SOP) and communicated effectively.</li><li>Highlight and escalate customers at risk.</li><li>Ensure yields are managed and in line with company expectations with regular review either in SAS (CAM-GAM accounts), or through <a href=\"https://am.collaboration.expeditors.com/Customer_Tools_Reporting/Lists/Internal%20Reporting%20%20Yields%202/Tiles.aspx\" rel=\"noopener noreferrer\">BI portal </a>(LAM accounts).</li><li>Ensure rates are kept up to date and communicated effectively to operations and customer either through customer SOP or SharePoint.</li><li>Ensure customer is properly set up in CRM &amp; customer account according to CHQ expectations.</li><li>Document all meetings, opportunities and any other customer related information in CRM; and ensure data is accurate and consistent at all times.</li><li>Achieve and maintain acceptable scoring of related AM measurements including the engagement of corrective measures when applicable.</li><li>Travel when necessary.</li></ul><p><strong>ONE-ON-ONE MEETING PREPARATION WITH </strong><strong>CRDM</strong></p><p>Account Managers are responsible to meet regularly with their CRDM/DM to ensure they are on track with meeting AM expectations.&#xa0; Preparation for these meetings includes the following:</p><ul><li><a href=\"https://insite.expeditors.com/products-services/sales/Pages/Training.aspx\" rel=\"noopener noreferrer\">Network Diagram </a>review for all key customers</li><li><a href=\"https://insite.expeditors.com/products-services/sales/Pages/Training.aspx\" rel=\"noopener noreferrer\">IISB</a> review for all key customers</li><li><a href=\"https://insite.expeditors.com/tools-resources/documents-forms/_layouts/15/WopiFrame2.aspx?sourcedoc=/tools-resources/documents-forms/Documents/Customer%20Engagement%20Toolkit.pptx&amp;action=default\" rel=\"noopener noreferrer\">Customer Engagement Toolkit </a>– AM to update presentation slides (12-24) for all key customers</li><li><a href=\"https://expobi.expeditors.com/Lists/All%20Reports/DispForm.aspx?ID=29390\" rel=\"noopener noreferrer\">ERS</a> (Expeditors Revenue Summary)&#xa0; for all key customers</li><li><a href=\"http://chq-sasmeta02.corp.expeditors.com/SASLogon/login?service=http://chq-sasmeta02.corp.expeditors.com/SASVisualAnalyticsHub/j_spring_cas_security_check\" rel=\"noopener noreferrer\">SAS</a> (Yield Management) CAM-GAM Only</li><li><a href=\"https://am.collaboration.expeditors.com/Customer_Tools_Reporting/Lists/Internal%20Reporting%20%20Yields%202/Tiles.aspx\" rel=\"noopener noreferrer\">Yield Management Reports </a>– LAM Only</li><li><a href=\"https://am.collaboration.expeditors.com/CRDM_Playbook/_layouts/15/WopiFrame.aspx?sourcedoc=/CRDM_Playbook/Documents/AM%20Time%20Spent/Time%20Spent%20Exercise%20-%20Print%20Out%20-%20AM.pptx&amp;action=default\" rel=\"noopener noreferrer\">Time Spent Review - start, stop, continue doing</a></li><li><a href=\"https://am.collaboration.expeditors.com/CRDM_Playbook/_layouts/15/WopiFrame2.aspx?sourcedoc=/CRDM_Playbook/Documents/CRDM-AM%20One%20on%20One%20support%20documents/Product-GEO%20diversification%2c%20Value%20Add%20and%20Bid%20management.xlsx&amp;action=default\" rel=\"noopener noreferrer\">Product-GEO-Value Add Diversification </a>for all key customers</li></ul><p><strong>MEASUREMENT </strong><strong>OF</strong> <strong>SUCCESS</strong></p><ul><li>Meet Expeditors AM measurement criteria as per below.</li><li>Retention Rate</li><li>Revenue Growth</li><li>Product &amp; GEO Diversification</li><li>Relationship Alignment</li></ul>",
          "title": "Job Description"
        },
        "qualifications": {
          "text": "<p><strong>*Local applicants only*</strong></p><p><strong>QUALIFICATIONS</strong></p><ul><li>University or equivalent business qualifications</li><li>Minimum 3 years Expeditors’ or industry experience</li><li>Proven work experience in business development</li><li>Knowledge of Expeditors’ product and services</li><li>Knowledge of required Expeditors’ operating systems</li><li>Proficient in MS Office and CRM software</li><li>Ability to communicate up and down management hierarchy with equal effectiveness</li><li>Strong presentation skills</li><li>Strong analytical skills</li><li>Proven problem solving and interpersonal skills</li><li>Charismatic with an ability to connect</li></ul>",
          "title": "Qualifications"
        },
        "companyDescription": {
          "text": "<p>“We’re not in the shipping business; we’re in the information business” -Peter Rose, Expeditors Founder</p><p>As a Fortune 500 company, Expeditors employs more than 18,000 trained professionals in a worldwide network of over 300 locations across six continents. Expeditors satisfies the increasingly sophisticated needs of international trade through customized solutions and seamless, integrated information systems. Our services include the consolidation and forwarding of air or ocean freight, customs brokerage, vendor consolidation, cargo insurance, time-definite transportation, order management, warehousing, distribution and customized logistics solutions. Expeditors is headquartered in Seattle, Washington.</p>",
          "title": "Company Description"
        },
        "additionalInformation": {
          "text": "<p>Expected base salary: $70,304.00&#xa0;</p><p>Eligible for bonus</p><p>Expeditors offers excellent benefits:</p><ul><li>Paid Vacation (first year prorated based off month of hire then eligible for 15 days)</li><li>Holidays (10)</li><li>Flexible Days (2)</li><li>Paid&#xa0;Sick Time&#xa0;(accrual rate of 1 hour of sick time per 30 hours paid)</li><li>401(k) Retirement Savings Plan with employer match</li><li>Employee Stock Purchase Plan (ESPP)</li><li>Medical, Prescription Drug, Dental &amp; Vision Coverage</li><li>Health Savings Account (HSA)</li><li>Life and Disability Insurance</li><li>Paid Parental Leave (additional eligibility criteria)</li><li>Dependent Care Flexible Spending Account (DC FSA)</li><li>Commuter Benefit</li><li>Employee Assistance Program (EAP)</li><li>Learning &amp; Development Program</li><li>Educational Assistance and Reimbursement</li></ul><p>All your information will be kept confidential according to EEO Guidelines.</p>",
          "title": "Additional Information"
        }
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