Regional Sales Manager

Overview

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.

This position will provide sales and marketing support (including direct sales activities), develop business relationships with potential and existing customers, report on activities for assigned accounts, coordinate with various branch operations and corporate sales as necessary, and coach / assist more junior sales representatives and marketing assistants as necessary.

Responsibilities:

• Secure and manage new regional/local account business from hunting sales approach in Air, Ocean, Warehousing/Distribution, Trucking and 3PL.
• Selling Forwarding services to decision makers in USA.
• Continuously grow new business (New lanes, New commodities, New Suppliers/ End users) by maintaining strong relationships with mid-Level management and key stakeholders/decision makers in the Semiconductor, Automotive, Electronics, and other industry verticals.
• Achieve Monthly revenue and profit goals.
• Conduct strategic sales approach – qualify opportunities, identify key decision makers, offer custom tailored solutions, etc.
• Know your competition and create strategies to overcome sales obstacles.
• Evaluate product & service marketability in terms of customers’ requirements/needs.
• Develop relationship and trust with new customers.
• Create target lists of potential customers from market research and sales leads.
• Keep up with latest industry trends and emerging markets to enhance sales performance.
• Collaborate with Regional Director/AGM, Branch Management, dept. managers, C/S, and operations staff to establish a clear communication path for handling new customers.

Measurables:

• Achieve Monthly Revenue/Profit Goals.
• Weekly activities – 10 sales calls, 5 quotes. min., update CRM (Salesforce)
• Bi-weekly sales meeting to discuss activities and closed opportunities.
• Prepare Monthly report on New Business Revenue and Profit.
• New Business = New Customer, New Lane/Commodity, New Shipper/Consignee.
• Term for reporting new business and Revenue/Profit results will be evaluated by Sales Director.

Salary Pay Range: $90,000-$120,000 annual base pay. This range is a good faith estimate of the expected salary range for this position, based on a wide range of factors including qualifications, experience and training, operational and business needs and other considerations permitted by law. At NEU, it is not typical for an individual to be hired at or near the top of the range for the role.

• 3+ years of experience in a Hunter Sales role in a freight forwarding/logistics industry.
• Strong self-motivation and strategic focus – ability to quickly identify key decision makers and opportunities.
• Strong Communication skills – ability to conduct corporate meetings and executive presentations with C level positions.
• Ability to close business – clearly identify short and long-term business opportunities.
• High level of negotiating skills – ability to negotiate contracts and processes.
• Bachelor's degree, or equivalent, in marketing, business administration, economics.
• Valid state driver’s license.
• Strong Communication and teamwork skills.
• Ability to multitask and prioritize various projects.
• Experience in complex processes that may involve…