What are the responsibilities and job description for the Account Manager position at Pasha Hawaii Holdings, LLC?
Job Summary
The Account Manager drives volume, revenue, and margin by effectively procuring new business relationships, increasing current customer business, and implementing strategic account planning.
Primary Objectives
- Achieve monthly, quarterly and annual volume and revenue goals.
- Drive the full sales cycle from prospecting potential customers to successful negotiation of contract.
- Develop and grow new business relationships and foster current customers.
- Drive effective customer interface that produces timely, high quality outcomes for each account.
Duties and Responsibilities
- Manage accounts to maximize sales revenues and meet corporate objectives.
- Identify and pursue potential target accounts that align with PHH profitability strategy.
- Develop, implement, and execute a sales strategy and projection model that will ensure achievement of quotas.
- Develop, implement and execute account plans for existing and new customers to ensure additional business solutions.
- Establish and maintain strategic relationship with decision makers on existing and new clients and leverage with PHH senior management.
- Negotiate account pricing with customers to maximize volume and revenue for PHH to achieve profitability objectives.
- Support new account development, client launch, and transition from sale to delivery.
- Provide and present quarterly reports on sales performance and accounts.
- Leverage industry, financial, and business knowledge for business development. Conduct field intelligence; inform management and recommend action regarding industry trends, changes in customer statue and/or activities, competitors’ activities, sales/marketing opportunities, and other situations.
- Develop and recommend continuous improvement in operations documentation, guidelines, and procedures.
- Review, resolve, and respond to all sales and deliverable issues.
- Develop and present sales presentations to existing and potential customers on PHH services and conduct port operation tours.
- Effectively utilize automated systems such as Business Intelligence and Salesforce to manage and evaluate sales performance.
- Provide daily updates of customer, market, and competitor intelligence information in Salesforce CRM.
- Interface with collections team to ensure customers stay within credit limits and Days Sales Outstanding (DSO) terms.
- Other duties as assigned.
QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Required Education
- Bachelor’s degree in Business Management, Marketing, Logistics, or equivalent combination of coursework and experience in directly-related field required
Required Licenses and Certifications
- Valid state issued driver’s license and acceptable driving record
- Transportation Worker Identity Credential (TWIC)
Preferred Licenses and Certifications
- OSHA Hazardous Material Training Certificate preferred
Required Work Experience
- 5 years' sales experience developing marketing and sales account strategies with an emphasis on transportation, supply chain management and container sales.
- Experience and proficiency in Customer Relationship Management software (CRMs)
Required Knowledge, Skills and Abilities
- Knowledge of business and management principles involved in transportation, container and Over High and Wide sales and project logistics, as applicable.
- Knowledge and application of best practices relating to transportation, container and Over High and Wide sales and project logistics, as applicable.
- Strong verbal and written communication skills to convey information effectively to a variety of audiences.
- Ability to identify complex problems, use logic and reasoning to review related information, develop and evaluate options, reach conclusions, and implement solutions.
- Knowledge of principles and processes for providing customer service.
- Strong proficiency in presentation skills.
- Ability to generate and champion new ideas, approaches and initiatives.
- Proficiency in Microsoft Office Suite of tools.
- Proficiency in Salesforce.
PHYSICAL DEMANDS, WORK ENVIRONMENT, AND TRAVEL
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Hear and speak with sufficient clarity to understand and engage in telephonic information exchange; hear and understand verbal instructions; give and receive information verbally in person or via communication device - Often
Walk/travel within office environment, crouch/bend to access floor-level storage - Often
Use hands/fingers to operate office equipment, type/complete data input, write - Often
Reach with hands, arms; lift, move and manipulate objects weighing up to 20 pounds - Regularly
Sight sufficient to read instructions, documents, and screen-based information - Often
Use hands/fingers to manipulate and file documents, folders, small objects - Regularly
Working Environment
This role requires work that may involve the following environmental conditions:
- Corporate office environment
- Vessel and terminal environment - includes moving, shifting surfaces, and active production areas including moving vehicles, equipment, and machinery.
- Outdoor/open environments which may involve high/low temperatures, humidity and inclement weather conditions.
Travel Requirements
25% Must be able to travel independently to U.S. locations including Hawaii.
COMPETENCIES
Builds High-Performing Teams Selects, organizes, and motivates colleagues to work together in a committed way to achieve a common mission and ensures a pipeline of talent for the future.
Delivers Results Rigorously drives self and others to achieve high levels of individual and organization performance.
Engages & Inspires Others Leads with energy, self-confidence and understanding in ways that motivate colleagues to achieve more than they thought possible.
Focuses on the Customer & Market Continuously evaluates what is important to the customer/client and develops products or solutions that exceed expectations.
Makes Sound Business Decisions Makes timely and well-informed decisions that advance critical priorities, capitalize on new opportunities, and resolve problems.
Partners Across Boundaries Works collaboratively and effectively with colleagues throughout the company toward the common good of The Pasha Group.
Practices our Values Supports and models The Pasha Way; conduct reflects Excellence, Honesty, Integrity, Innovation and Teamwork.
Screening Requirements
Background Checks
Driving Record Review
Must be fully vaccinated against COVID-19.
The information included in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive or exhaustive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
The applicable salary range is aligned to one of 5 zones according to a cost of labor index for the geographic location of the role. Starting pay for the successful applicant will depend on a variety of job-related factors, which may include related experience, education and training, location, business needs, or market demands. The expected salary range for this role is set forth below. Ranges may be modified in the future.
Zone 2: Starting rate $90,000; up to $115,000 for highly qualified candidates
This job is also eligible for participation in an Incentive Plan with a target payout based on eligible compensation and corporate/individual performance goal attainment.
Annual Incentive Opportunity: 10% of eligible compensation
The information included in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive or exhaustive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.
The applicable salary range is aligned to one of 5 zones according to a cost of labor index for the geographic location of the role. Starting pay for the successful applicant will depend on a variety of job-related factors, which may include related experience, education and training, location, business needs, or market demands. The expected salary range for this role is set forth below. Ranges may be modified in the future.
Zone 2: Starting rate $90,000; up to $115,000 for highly qualified candidates
This job is also eligible for participation in an Incentive Plan with a target payout based on eligible compensation and corporate/individual performance goal attainment.
Annual Incentive Opportunity: 10% of eligible compensation
Salary : $90,000 - $115,000
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