Director of National Accounts

Position Purpose

This position is designed for an industry expert capable of facilitating a leading role in the development of the PGL's services throughout a major geographical area and provides superior customer support to each and every business partner as well as prospective business partners. This role requires a strategic sales leader with the ability to build and maintain key relationships, drive revenue growth through effective sales strategies. The Director of National Accounts will also focus on building strategic partnerships with existing clients and establishing new partnerships with businesses in need of customized logistics solutions.

Tasks

• Contact regular and prospective customers to demonstrate products, explain product features, and solicit orders.
• Recommend products to customers, based on customers' needs and interests.
• Answer customers' questions about products, prices, availability, product uses, and credit terms.
• Estimate or quote prices, credit or contract terms, warranties, and delivery dates.
• Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
• Maintain business relationships with accounts and develop new opportunities.
• Provide customer service to assigned customer accounts through an understanding of business requirements.
• Manage key or specific customer accounts.
• Ensure execution of the developed sales strategies, objectives, goals and targeted revenue generation.
• Maintain contact with key markets by visiting and investigating the operations and local conditions.
• Plan and implement sales programs for one or more of the company's product line.
• Ensure activities are in accordance to the developed sales objectives.
• Ensure execution of the developed sales strategies, plans and advertising or promotional programs.
• Evaluate and provide analysis for new products and international market opportunities.
• Resolve customer complaints regarding sales and service.
• Collaborate with operational team members to develop pricing and/or rates schedules.
• Review operational records and reports to project sales and determine profitability.
• Monitor customer preferences to determine focus of sales efforts.
• Prepare sales forecasts
• Confer or consult with department heads to plan advertising services and to secure information on equipment and customer specifications.

Operations Excellence Tasks:

• Collaborate with other departments to integrate strategic service offerings with our internal and/or external business systems or processes to enhance our competitive advantage in the marketplace.
• Participate in carrier management processes, such as selection, qualification, or performance evaluation.
• Provide industry expertise to establish and develop operational excellence performance measurement systems or standards.
• Collaborate on the implementation of specific customer requirements, such as internal reporting or customized metrics/KPIs.
• Work with Operations leaders to educate operations department personnel on PGL best practices regarding global logistics strategies and development.
• Review global, national, or regional transportation or logistics reports for ways to improve efficiency and enhance our ability to be competitive and drive margin.
• Any other freight management operations and Transportation-related assignments entrusted to you by the executive team.

Talent Acquisition Tasks:

• Participate in the execution of recruitment strategies to attract and attain impact players who will advance PGL objectives.
• Provide information on PGL commercial objectives, operations, and job opportunities to potential applicants.
• Coordinates with the Talent Acquisition Team to determine the most effective and efficient recruiting process for targeted position(s).
• Provide industry expertise, guidance, and recommended revisions to the Talent Acquisition Team to enhance our recruitment, evaluation, and selection criteria.

Work Activities

• Discover global supply solutions for customers concerning transportation, logistics systems, imports or exports, or customer issues.
• Collaborate with other departments to integrate logistics solutions with business systems or processes, such as customer sales, order management, accounting, or shipping.
• Discover global supply chain solutions utilizing comprehensive logistical or reverse logistical functions for product life cycles, including acquisition, distribution, internal allocation, delivery, recycling, reuse, or final disposal of resources.
• Negotiate with customers to improve supply chain efficiency or sustainability while maximizing PGL margins.
• Analyze the financial impact of proposed logistics changes, such as routing, shipping modes, product volumes or mixes, or carriers with customers.
• Recommend optimal transportation modes, routing, equipment, or frequency for customers.
• Analyze all aspects of customer logistics to determine the most cost-effective or efficient means of transporting products or supplies.
• Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
• Consult with clients after sales or contract signings to resolve problems and to provide ongoing support.
• Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
• Developing constructive and cooperative working relationships with others, and maintaining them over time.
• Observing, receiving, and otherwise obtaining information from all relevant sources.

Qualifications

Education and Experience

Years of Experience: 7-10 Years experience with increasing levels of responsibility working for a 3PL/Freight Forwarding Organization

Industry Experience: In depth Knowledge of specific and/or major industry markets, significant ability to communicate and establish strong relationships with industry partners and carriers

Education: Industry related degree and/or certification

Knowledge

Sales and Marketing Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.

Customer and Personal Service Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Administration and Management Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.

Education and Training Knowledge of principles and methods for curriculum and training design, teaching and instruction for individuals and groups, and the measurement of training effects.

Communications and Media Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.

Computers and Electronics Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.

Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.

Personnel and Human Resources Knowledge of principles and procedures for personnel recruitment, selection, training, compensation and benefits, labor relations and negotiation, and personnel information systems.

Transportation Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.

Economics and Accounting Knowledge of economic and accounting principles and practices, the financial markets, banking and the analysis and reporting of financial data.

Skills

Persuasion Persuading others to change their minds or behavior.

Active Listening Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Speaking Talking to others to convey information effectively.

Coordination Adjusting actions in relation to others' actions.

Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.

Negotiation Bringing others together and trying to reconcile differences.

Reading Comprehension Understanding written sentences and paragraphs in work-related documents.

Service Orientation Actively looking for ways to help people.

Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.

Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.

Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.

Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.

Management of Personnel Resources Motivating, developing, and directing people as they work, identifying the best people for the job.

Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.

Instructing Teaching others how to do something.

Systems Analysis Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.

Systems Evaluation Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.

Writing Communicating effectively in writing as appropriate for the needs of the audience.

Time Management Managing one's own time and the time of others.

Learning Strategies Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.

Management of Financial Resources Determining how money will be spent to get the work done, and accounting for these expenditures.

Mathematics Using mathematics to solve problems.

Abilities

Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.

Oral Expression The ability to communicate information and ideas in speaking so others will understand.

Written Comprehension The ability to read and understand information and ideas presented in writing.

Deductive Reasoning The ability to apply general rules to specific problems to produce answers that make sense.

Speech Clarity The ability to speak clearly so others can understand you.

Speech Recognition The ability to identify and understand the speech of another person.

Written Expression The ability to communicate information and ideas in writing so others will understand.

Fluency of Ideas The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).

Inductive Reasoning The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).

Problem Sensitivity The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing that there is a problem.

Originality The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.

Information Ordering The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).

Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.

Near Vision The ability to see details at close range (within a few feet of the observer).

Mathematical Reasoning The ability to choose the right mathematical methods or formulas to solve a problem.

Number Facility The ability to add, subtract, multiply, or divide quickly and correctly.

Memorization The ability to remember information such as words, numbers, pictures, and procedures.

Tools

• Desktop computers
• Facsimile machines
• Laptop computers
• Special purpose telephones
• Multi-line telephone systems

Technology

• Compliance software
• Electronic mail software
• Enterprise resource planning ERP software
• Manufacturing resource planning MRP software
• Customer resource management CRM software
• Logistics and supply chain software (CargoWise ediEnterprise)
• Spreadsheet software
• Microsoft Excel and other office applications