Sales Representative

Job Description

Job Description

Job Family :

Sales - Execution Marketing

Job Title :

Outside Sales – Key Account Sales Representative

Role Summary :

The Sales position is responsible for developing, managing and executing the day to day sales strategy and activities under the supervision of Sales Management, to ensure profitability and volume growth goals under ONE’s marketing and commercial policy / strategy are achieved. This includes commercial performance and accountability for customers. Candidates can be based out of North Carolina, Tennessee, Florida or Georgia.

​This position will follow a hybrid work-from-home / office model.

Additional Responsibilities :

Sales Performance and Execution

Achieve or exceed assigned volume and revenue budget from RKA / LKA account based by trade lane within the specific marketing objectives under the guidance of Sales Management.

Maintain a new business account pipeline to achieve account portfolio expansion goals or to replace lost business when needed.

Utilize ONE Force to maintain customer contacts, communications and relevant account information for cross functional stakeholder visibility and access.

Maintain customer specific Account Plan (AP) by trade, provide input to space control analyst in required format on time.

Monitor reporting including Looker and PowerBi resources; TPEB Marketing Report, TPEB Award File, TPWB Marketing Report, NA Lift Report. Share customer performance against their AP on a weekly basis. Take corrective action with customer as necessary to hold them accountable to meeting their commitment

Maintain regular communication with sales support co-ordinator to agree on established priorities, ensure alignment of effort and coordinate division of work to support the customer and achieve budget goals.

Monitor Customer Scorecard elements including AP performance, Accounts Receivables, container long dwell, contract terms, etc and take corrective action as necessary to change customer behavior.

Manage customer tenders and follow existing processes including Eagle planning, boiler plate review, War Room prep, volume award upload. Responsible for post contract on-boarding as well as customer awareness / adoption of ONE DDE initiatives including e-commerce and ONE Quote.

Direct and Manage Horizontally

Demonstrate effective relationships with other internal stakeholders to ensure a collaborative team, cross-functional level, performs to attain sales plan (i.e. Operations, Pricing, Customer Service, other Sales Regions, Accounting)

Core Required Skills and Competencies :

Ability to communicate necessary information with customers and stakeholders as appropriate

Successful persuasion, negotiation, and problem-solving skills with customers and stakeholders both inside and outside

Accountability for profitable business development and to on-board new business.

Ability to develop and implement tactical sales plan consistent with sales goals.

Function-Specific Required Skills and Competencies :

Proven ability to successfully strategize, implement, execute and achieve day to day commercial plans to support and meet departmental goals.

Skilled in all facets of the sales process : lead generation, opportunity qualifications, sales execution solution and business case development, negotiating and closing

Track record of establishing goals and metrics for meeting / exceeding goals / targets

Proven ability to lead and drive his or her performance from plan to close

Ability to communicate, present and influence counterpart levels of the client organization

Professional and personable demeanor

Able to build rapport across varying personality types

Ambitious and self-motivated

Strong communication skills, verbal and written

Required Minimum Years Experience :

2 to 5+ years of outside sales experience in container shipping or logistics sectors preferred

Required Minimum Education :

Bachelor’s Degree preferred

What we offer :

Opportunities available with hybrid working arrangements

Total rewards package including medical, dental, vision, life insurance, short-term and long-term disability, 401K plan

ONE partners with our customers to provide shipping solutions that help them win in the marketplace. ONE’s 8,000 team members support customers around the world from more than 300 operating and business locations spanning North America, South America, Europe, Asia and Australia. Learn more at www.one-line.com.

About Ocean Network Express (ONE)

Ocean Network Express (ONE) was incepted on July 7, 2017, following the liner service integrations of Kawasaki Kisen Kaisha (“K” LINE), Mitsui O.S.K. Lines (MOL) and Nippon Yusen Kaisha (NYK). The new entity functions from its global headquarters in Singapore, supported by regional headquarters in Hong Kong, Singapore, the United Kingdom, the United States, and Brazil. ONE is the world’s sixth-largest container carrier with a fleet size of approximately 1.91 million TEU. Operating more than 240 vessels, it offers an expeditious and reliable international network of over 130 services to 120 countries and beyond. ONE is a member of the Premier Alliance,a global ocean carrier consortium.

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This position will follow a hybrid work-from-home / office model, with at least three days per week spent in the office.