Account Executive

JOB TITLE:                             Account Executive (Field Sales)

DEPARTMENT:                    Sales & Business Development

BUSINESS UNIT:                  Corporate

LOCATION:                           As per assigned territory

REPORTS TO (TITLE):         Director, Sales & Business Development

DATE:                                     September 28, 2023

POSITION SUMMARY:

The primary objective of the Yusen Canada Sales Organization is to ensure the growth of YLCA through the development of business.  The Account Executive is responsible for winning business from an assigned customer base within an assigned territory.  The individual is responsible for maximizing sales (volume and revenue) growth from both new and existing customers through market canvasing, the development of new lane segments, products marketing, customer support strategies, and achieving specific volume and profitability growth targets in the assigned area(s) of the business. The Account Executive is responsible for developing the business/sales with a focus on cross selling all of Yusen Logistics (Canada) Inc. products/services including sea freight, air freight, overland, contract logistics, transloading, customs brokerage, and insurance. The main priority is fostering new business growth of all products, and management of their portfolio within the YLCA CRM system and its set requirements & KPIs. Targets to be determined and assigned by the Sales Director.

ESSENTIAL DUTIES & RESPONSIBILITIES:

• Maximizing sales Growth and delivering the assigned Targets, while capturing & documenting all required aspects and steps of sales in the YLCA CRM system.
• Interact with clients, schedule minimum 2 meetings per working day, make presentations, and negotiate rate quotations with comfort and ease - Securing new business in all business fields.
• Onboarding and developing new accounts within the assigned territory.
• Retaining and growing existing accounts by developing & applying a clear strategy to cultivate existing customer relationships for cross-selling opportunities.
• Establishes, builds, and develops strong relationships with decision makers.
• High service level on all orders, quotes, follow-ups, and customer communication.
• Prepares, presents, and follows up on RFI’s, RFQ’s, Bids and Contracts.
• Ensures that accurate records of all sales and prospecting activities including sales calls, appointments presentations, closed sales, opportunities, pipeline, and all necessary follow-up activities are accurately maintained and submitted in our CRM/Reports in a timely manner.
• Ensures the highest level of service by collaborating with operations in identifying and resolving problems and leveraging industry expertise and account management experience.
• Work with Finance & Accounting to help collect on delinquent accounts.
• Participates in local business activities and events to gain networking opportunities and to expose the local market to the Yusen brand and value proposition.
• Participate in defined weekly and monthly sales meetings.
• Other duties as may be assigned from time to time by the Company.

JOB SPECIFICATIONS (MINIMUM REQUIREMENTS):

1. Skill Factors (education, experience, communication, technical, etc.)

• Diploma/Degree in Business, Logistics or a related field preferred and/or at least three years of B2B sales experience. An equivalent combination of education and experience may be considered.
• Minimum three years’ experience in international freight forwarding / logistics / transportation industry required; demonstrating understanding of logistics processes, systems, and solutions.
• Minimum three years field sales experience required; experience with both sales Account Management and Business Development functions preferred.

• Demonstrates in-depth understanding of the International Freight Forwarding industry and the customer market segment including full knowledge of all IFF products.
• Knowledge of logistics services including air freight, sea freight, Overland, Customs, Insurance.
• Must be self-motivated with a professional approach.
• Advanced computer skills, including full proficiency in Microsoft Office Suite Microsoft Word, Excel, PowerPoint, and Outlook required.
• Expresses ideas and information effectively, both written and orally. Seeks out and listens to others’ ideas and suggestions.
• Exhibits self-confidence when presenting to existing and potential customers.

2. Effort Factors (physical and mental demands)

• Ability to identify and troubleshoot problems to determine resolution.
• Is fact based and capable of interpreting numerical analyses. Demonstrated ability to translate analytical concepts and performance into terms customers can understand and act upon in relatively straight forward situations.
• Continuously looks for opportunities to customer specific offerings or processes by exploring and implementing new approaches and ideas.
• Strong organizational and follow up skills.
• Effective time management – ability to manage self, time, and priorities.

3. Working Conditions

• Works the standard schedule of 35 hours per week; however, job requirements will include additional and/or extended work time as the business dictates.
• Job primarily involves daily travel by car to customer and prospective customer locations.
• Job will also be performed from a designated home office with occasional visits to the local Branch office.
• Telephone and IT tools will be used, thereby requiring some periods sitting in front of a computer screen.  

4. Other

• Valid driver license for the applicable territory with current automobile insurance.
• Attends all training as required including cross-training in other operational, sales/departmental functions.
• Complies with Yusen’s Vision, Mission and Values (3C’s) and demonstrates the 9 Core Behaviors: Communication, Openness, Customer Focus, Reliability, Teamwork, Accountability, Problem-Solving, Continuous Learning, Proactivity.
• Understands and follows Kaizen standards and requirements.
• Understands and complies with all Health & Safety Policies.

THIS IS NOT AN EXCLUSIVE OR EXHAUSTIVE LIST OF ALL JOB FUNCTIONS AND DEMANDS THAT AN EMPLOYEE IN THIS JOB MAY BE ASKED TO PERFORM FROM TIME TO TIME.

REASONABLE ACCOMODATION MAY BE MADE FOR INDIVIDUALS WITH DISABILITIES TO PERFORM THE ESSENTIAL DUTIES AND RESPONSIBILITIES OF THIS JOB.