Sales Manager

Industry: Sales

Company: Nippon Express USA

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.

Purpose

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

• New Business Development – identify potential targets, cold calling, appointment-making and utilize the NEU Prospect Management System (55%)
• Client Relationships / Existing Business Expansion – maintain a close relationship with existing customers and identify potential new opportunities. (25%)
• Reporting – sales and customer forecasts, sales activity, recommendations and proposed solutions to the Senior Management and Regional Sales Team (5%)
• Sales planning and marketing – create forecasts, marketing materials, marketing and sales promotion recommendations (5%)
• Coordinate with various branch operations and corporate sales as necessary (10%)
• Maintain thorough knowledge regarding all of NEU’s total service products to generate sales, revenue and profits to meet established goals. (This will be achieved by effective cold calling, networking, prospecting, assessing customer business potential to generate viable leads, timely and accurately responding to RFI’s, RFQ’s and bids, scheduling appointments, developing additional collateral materials as required, preparing and presenting professional client presentations)
• Diversify the existing customer base to increase revenue and profit results.
• Increase revenues and profits from existing customers by securing new traffic lanes and service modes throughout the USA and other international markets (including Asia)
• Develop a keen understanding of the intricacies of all commercial operations capabilities of NX in order to explain domestic and international services utilized by our customers.
• Provide leadership, training, and coaching as appropriate to newer sales staff.
• General operations support to clients at on-site special service projects.

Technical

• Update the Prospect Management System to ensure accurate and relevant information.
• Develop marketing and sales materials.
• Provide Management with current / valid market conditions.

Qualifications

• Must be able to travel within the regional territory (TN, KY, AL, MS, AR) as well as occasionally to other branches. (Travel up to 50%)
• Ability to effectively use a computer as well as other office machines (copiers, printers, mobile phone, etc.)
• Ability to plan/prioritize personal sales activities and customer/prospect contact.
• Manage product mix, pricing, and margins according to agreed targets.
• Communicate effectively at all levels in both English and Japanese.
• Follow ethical sales methods to maintain and develop client base.
• Proficient with Microsoft Office Products, Salesforce, etc.
• Self-driven, results-oriented, high degree of personal responsibility
• Develop and maintain long-term relationships with customers.
• Proven effective negotiations and closing techniques.
• Clean driving record

Organization Relationships

• This position must interact professionally with all external contacts including customers, vendors and agents, and all internal contacts within and outside of the Branch, including co-workers, and management.
• This position must develop communications and relationships with branch operations staff that will encourage leads and additional business.

Work Environment

• This is an in-person, in office position, but remote work while travelling is required.
• The dress code is primarily business casual day-to-day except for certain meetings and events when representing NX.

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.