Position Summary

The Sales Manager, in the International division of Yusen Logistics (Americas) Inc. (YLA) is responsible for his/her own sales activities with existing clients, potential clients, and also network clients who have a relationship with Yusen worldwide. The position requires to be account owner for middle-large class accounts who are assigned to their territory or industry.This position will need to meet retention numbers, expand current book of business, take initiative of tenders, and also secure new businesses/accounts based on the sales strategy of the various services modes.

The position will also require collaboration within operation staff members and other sales members to provide prompt follow up and a plan of action to be taken to remedy any service issues that may occur. The Sales Manager will also support and collaborate with upper management, operations and sales by providing proposals, presentations and new business implementation.

The position will also required to support and give coaching for other sales members or sales support members by his/her sales experience and industrial knowledge.

Essential Duties & Responsibilities

New Business Development

• Develop new business opportunities through collaborating with Yusen worldwide, research, prospect and qualifying new opportunities.
• This will include customer visits & developing relationships within the defined geographical area, industry, or market.
• Increase market share within assigned territory or client and achieve assigned financial budget for volume, revenue and profit.
• Prepare and present proposals, make recommendations for new services, extensions, or enhancements and overcome objections to closure.
• Handle sales leads from international offices or the other branch in Yusen Americas. Send sales leads to the other offices internationally/domestically as appropriate.
• Take initiative for periodical tenders in assigned client, territory, industry or market.
• Successfully close new business and onboard new clients.
• Expected to meet Sales Targets assigned by management.
• Support and give coaching for other sales members to develop new business

Maintain and develop existing accounts

• Increase market share within existing middle-large size customer base.
• Maintain contact with all clients to ensure high levels of client satisfaction. Resolve sales or delivery issues.
• Handle and initiate trouble shooting with operation members.
• Work with customers on service proposals, rate quotations, air/ocean transportation schedules for new destinations.
• Manage ad hoc pricing requests.
• Recommend and offer solutions for customer needs regarding regulations, methods of loading, crating, handling freight and special equipment availability.
• Ensure full understanding of such requirements and service offering.
• Reviewing & update profitability of existing business and manage the business contract renewal.
• Support & give coaching for other sales members to maintain business relationship and to expand business.

Coordinate and liaise with Yusen branch operations and customers

• Ensure the highest level of service by collaborating with branch operations in identifying and resolving problems and leveraging industry expertise and account management experience.
• May coordinate shipments with shippers, operations, trucker and carriers, on behalf of the Customers.
• Coordinate with the credit department to establish lines of credit for new accounts and negotiate letters of credit.
• Provide reports on rates, use of carriers, major operational problems.
• May assist, communicate and follow-up with other U.S. and foreign offices regarding targeted or joint customers.
• Proactively establish and maintain effective working team relationships with all branch operations departments.
• Participates and contributes to the development of educational programs offered to clients.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities.
• Participate in local business activities and events to gain networking opportunities and to expose the local market to the Yusen brand and value proposition.
• Involve operation & accounting when Yusen has outstanding or any financial issues with the clients assigned.

Sales Management

• In consultation with Regional Sales Manager, VP, Director , or upper management, achieve annual target volume, and P&L for regional/branch sales for assigned accounts or territory or industries. Expecting much larger responsible target than Sales Manager I.
• Develop standard operating procedures for major accounts.
• Attend joint calls with upper management or the other sales staff, and join region/branch sales meetings; collaborate in multi-region/branch sales efforts.
• Sales Reports are required to submit.

Qualifications

Education & Experience

• College Degree in a related field plus 3 or more years’ related experience in international shipping or international logistics.
• An equivalent combination of education and Sales/Sales assistant/Customer service experience may be considered.
• Strong interpersonal and communication skills (written & oral).
• Must be able to effectively articulate views both within the Company and externally with clients.
• Proven client prospecting and relationship maintenance/growth skills and abilities s as this is a key component to this role
• Ability to develop strategies and tactics to meet existing and new clients’ needs and provide customized solutions.
• Strong relationship builder and communicator
• Highly organized and results oriented
• Demonstrated ability and flexibility in adapting to a constantly changing environment.
• An equivalent combination of education and experience may be considered
• Bi-lingual Language (English and Japanese)