What are the responsibilities and job description for the Commercial Account Manager position at MSH?
We are staffing for a Commercial Account Manager for one of our amazing clients that specializes in providing a digital payment platform for the freight, logistics, and shipping industries.
The ideal candidate must have experience in logistics and be fluent in Spanish.
The Commercial Account Manager (CAM) plays a pivotal role in driving the company's growth by using their industry network, managing qualified leads, and overseeing a team of Internal Sales Representatives (ISRs). In this leadership role, the CAM will be responsible for mentoring and guiding ISRs as they manage portfolios collaboratively, with a focus on expanding business relationships and fostering ISR development for potential advancement within the company. This role involves client-facing activities such as video calls and in-person visits, while also contributing to team success through strategic leadership.
As the Senior Commercial Account Manager, You Will :
Portfolio Management : Take ownership of both personal commercial leads and those handled by ISRs, balancing new and existing accounts while achieving growth targets.
Team Leadership : Mentor and supervise ISRs, fostering a collaborative environment where team members work together to grow assigned portfolios and meet sales objectives.
Customer Relationship Development : Build strong and lasting relationships with carriers, brokers, forwarders, and direct importers / exporters, encouraging platform use and increasing transaction volume.
Market Outreach Coordination : Collaborate with the Outreach team to identify and engage new prospects across various channels, focusing on registered payer and vendor customers under the Marketing channel, including LinkedIn and other platforms. Coordinate with ISRs to strategically distribute incoming leads, ensuring efficient management and follow-up. As relationships develop, guide the transfer of account ownership to ISRs, supporting their growth and fostering a cohesive team approach to account expansion.
Process Improvement & Integration : Identify clients interested in advanced systems and accounting integration, enhancing the value they derive from the company's platform.
Collaboration & Strategy : Work closely with operational support teams to ensure a seamless customer experience and align team efforts with broader company objectives.
ISR Development : Support the growth and development of ISRs, preparing them for potential promotion to CAM roles by enhancing their skills in sales, customer relationship management, and industry knowledge.
YOU WILL SUCCEED IF YOU :
- Exhibit strong leadership and people management skills, with a passion for developing talent.
- Have a proactive, collaborative, and solution-oriented approach to client and team interactions.
- Possess a clear operational and commercial understanding of brokerage, transportation, and logistics.
- Have excellent communication and mentoring skills to guide ISRs in their sales and relationship-building activities.
- Are disciplined with your sales process and follow up, managing activities in CRM and driving consistent results.
- Bring a minimum of 5 years of effective field sales experience in brokerage or transportation and have a successful track record in growing a portfolio through physical and virtual interactions.
