Global Sales Manager - Nippon Express USA
El Segundo, CA
About the Job
Nippon Express Company, Ltd. (“NX”) was founded in 1872 in Japan and is headquartered in Tokyo. NX employs approximately 72,000 employees at 733 locations, in 47 countries and 314 cities around the world.
Nippon Express U.S.A., Inc. (“NEU”) was incorporated in New York in 1962 as a fully owned subsidiary of NX. NEU provides logistics solutions and comprehensive transportation services through its international freight forwarding and logistics network, including specialized handling of: air, land, sea and express packages; all types and sizes of cargo; personal effects and household goods; fragile and perishable freight; and livestock. NEU also provides related services, such as warehousing, distribution and customs brokerage and clearance. NEU operates at 55 locations in 27 states within the U.S., with approximately 1300 employees. NEU has enjoyed tremendous growth and success as one of the top five international freight forwarders in the world. We connect people with products throughout the world.
- Responsible for growth of large global accounts.
- Responsible for securing and managing new global account business. Air, Ocean,
- Warehousing/Distribution and 3PL.
- Responsible for developing strong C-Level relationships within existing and target accounts.
- Assigned quarterly and annual revenue targets to include overall territory target and individual account targets.
- Responsible for managing a global customer list of 20-25 target accounts (existing/potential targets.)
- Ability to conduct strategic sales initiatives – identify global opportunities, decision makers, solutions.
- Expected to make 8 - 10 direct customer calls per week.
- Revenue Responsibility – GSM has 100% Revenue Responsibility
- Customer planning and coordination:
- Maintains personal contact with large key customers.
- Research customer needs and develop application of products and services in an effective manner by determining market strategies & goals for each product and service obtaining & coordinating data & information from staff & member groups.
- Researching and developing lists of potential customers doing market research to determine customer needs & providing information to other staff.
- Evaluating product & service marketability in terms of customers’ technical needs.
- Maintaining up-to-date understanding of industry trends and technical developments that effect target markets.
- Establishing & maintaining industry contacts that lead to sales.
- Working with Corporate and Branch sales staff, branch operations staff and overseas offices to establish a communication path with and within the customer to ensure sales opportunities for products & services.
- Bachelor's degree, or equivalent, in marketing, business administration, economics.
- 7+ (Seven) plus years of business experience which should include significant
- experience in sales and marketing in freight forwarding/logistics.
- 7+ (Seven) plus years’ experience in general management concepts such as planning,
- accounting, administration, and economics.
- Valid state motor vehicle license. Willingness to travel extensively in Branch.
- Experience in Semiconductor/High Tech Verticals and/or Lifesciences a plus.
- Strong Communication skills – ability to conduct Sr. level corporate meetings andexecutive
- Strong self-motivation and strategic focus – ability to quickly identify key decisionmakers and opportunities.
- Ability to close business – clearly identify short and long-term Global Opportunities
- High level of negotiating skills – ability to negotiate global contracts and processes
- Strong coaching skills. Coach and mentor Regional/Local Sales staff
- Strong proficiency in Microsoft: Outlook, PowerPoint, Excel, Word, Teams, OneDriveand CRM Software.
- Sales Activity Expectations:
- Established Annual Revenue Target
- Growth and development of existing global accounts.
- Attend and arrange global conference calls with over local, overseas stakeholders.
- Weekly Sales Expectations – active sales 3-4 days per week (8-10 calls per week.
- Update CRM on a weekly basis
- New Business reported and maintained on a monthly basis
- Attend and report sales activity on a weekly basis via corporate meetings
- Behavioral Requirements:
- Strong leadership, management and organizational skills
- Strong teamwork skills and inclination
- Strong communications skill – listening, public speaking, providing and receiving feedback.
- Process improvement.
- Influencing skills in a matrix environment
- Ability to understand, develop and maintain multi-cultural relationships
- Patience – ability to deal with complex processes that may involve multiple levels of approval.
Organization Relationships:
Will work with all levels in the organization.
Work Environment:
(With or without accommodations) This position is predominantly sedentary office work, which involves sitting, typing, filing, and conversing on the phone.
This job description is not intended to be and should not be construed as an all-inclusive list of all the responsibilities and working conditions of the position. While it is intended to accurately reflect the position activities and requirements, management reserves the right to modify, add or remove duties and assign other duties as necessary.
Nippon Express offers a generous Employee Benefits Package including:
- Medical, Dental, and Vision beginning the 1st of the month after 30 days.
- 401k with a company match
- Flexible Spending Accounts, HSA, Life and Accidental Death & Dismemberment Insurance, Short & Long Term Disability, Auto and Home policies, Commuter Benefits, and much more.
- Generous Vacation and Sick time.
Nippon Express USA provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
