Key Account Manager (Air freight)

The National Account Manager will manage multiple accounts across multiple Branches in their
country working in a coordinated effort with the Global Strategic Account Manager and Regional
Account Managers when these positions exist on the same account. The allocation of time for a
National Account Manager should consist of approximately.

• 50-60% - Strategic Development and Initiatives
• 40-50% - Tactical, Operational & Process Management

Job Description:

• Manages overall business relationship; Customer Facing
• Increased Consistency in Operational Performance
• SOP Creation & Distribution
• Ensure understanding by operations
• Report Creation / Monitoring / Distribution
• Improved Efficiency & Effectiveness
• Market Analysis / Industry Awareness
• Mentors & educates Local Account Managers
• Drives collaborative efforts within team, supporting and sharing best practices in the following key areas
• Customer Reviews
• Strategic Business Plans
• Value add Programs
• Process Improvements
• Bid Management
• oTechnology Offerings

Core Elements

• Strategic Business Plans
• Clear Objectives
• Real Measurable Goals
• Ownership and Alignment
• Geo / Product
• Bid Management
• Preparation
• Strategy
• Execution
• Team Management
• Solution Design
• Rate discussions / revisions / updates
• Contractual discussions and updates
• Customer Experience
• Consistency Across Accounts and Geographies
• Improved competency
• Speed of Response
• Executive Alignment
• Consistency of Account Management (at each level)
• Market Analysis / updates
• Claims
• Value Add Programs
• Innovation
• Savings Tracker
• Customer Engagement
• Product Diversification
• Process Improvements
• Cycle Time Analysis / savings
• Cost
• Technology
• Product
• Customer Business Reviews
• Branding
• Formatting
• Consistency
• Content
• Presentation
• Value Tracking
• Profitability
• Yield/Margin Management
• Market Competitiveness
• Stakeholder Participation
• Technology
• Deployment
• Integration
• Customer Adoption

Organizational Structure & Compensation

• National Account Manager Org Structure
• Reports to Regional Sales Vice President, Sales Director, HCAM or RVP with a dotted line to the Regional Director Account Management
• National Account Managers would have a dotted line to the Regional or Global Strategic Account Manager
• National Account Manager Compensation
• Commission
• Paid on same schedule as Business Development
• (Quarterly, exact schedule to be shared each year)
• Correlated to GP, and only GP (no subjective measurements)
• Percentages per Account will be individually assigned and agreed upon
• National Account Managers are eligible for commission from company offices which reside in their region.
• The company reserves the right to adjust percentages to compensate additional resources that may be added to the account as deemed necessary
• Accounts Managed
• Periodically accounts may be added and/or removed from an individual Account Manager. Reasons include, but are not limited to:
• Shipment Volume / Workload
• Change in Client Organization Structure
• Account Needs (current or new accounts)

Qualifications

• Excellent Organizational skills
• Excellent written and verbal skills
• Excellent presentation and interpersonal skills
• Thorough knowledge of transportation industry logistics and freight forwarding
• Thorough knowledge of successful sales techniques
• Strong computer skills including Microsoft Office suite
• Detail oriented, able to multitask and meet deadlines
• Self-motivated, able to work in a team and independently