Local Account Manager

Local Account Manager

JAS is an international, non-asset-based supply chain services and solutions company. Our services include air and ocean freight forwarding, contract logistics, customs brokerage, distribution, inbound logistics, truckload brokerage and other supply chain management services, including consulting, the coordination of purchase orders and customized management services.

The Local Account Manager will be tasked to manage, maintain and grow multiple clients within their assigned geography (assigned branch). The Local Account Manager will ensure that they coordinate their efforts within their assigned group of stakeholders for each client (National Account Manager, Regional Account Manager, Global Account Manager and local operations). The allocation of time for the Local Account Manager should be as follows: 50%: Strategic development of each assigned client within their portfolio (new business) 50%: Tactical operational functions for each assigned client within their portfolio (retention)

Responsibilities

• Manages the local business (commercial) relationship for each assigned client.
• Identification of possible business at risk
• Identification of new client opportunities
• SOP (standard operating procedures) creation, review and sign-off with relevant stakeholders and final distribution. The account manager will ensure that local operations are clear on all client expectations and requirements as noted within the SOP.
• Report creation, monitoring and distribution as required for each assigned client.
• Monthly Business Reviews (MBRs) to be held with each assigned client to review operational performance and KPI metrics. Feedback from each MBR should be communicated to local operations for any necessary corrective and or preventative actions. This feedback should also be communicated to the respective account management team.
• Quarterly Business Reviews (QBRs)
• Operational escalations – as per client SOP. All operational exceptions will be managed by the local branch operations. The Local Account Manager will not be responsible for the day-to-day operational activities within the local branch.
• Finance (accounts receivable, DSO) escalations – as per client SOP i. 1st Escalation: Local Branch Product Supervisor
• For client spot quotes, the Local Account Manager will ensure that the request is being worked on by the respective product teams within the branch and will also ensure that the request is being sent on-time to the client. The Local Account Manager will not work directly on spot quotations.
• As mentioned previously under section 3.0, the Local Account Manager will only get involved in operational and finance-related escalations when the local branch has exhausted all other means of escalation.
• For each type of escalation, the Local Account Manager will ensure these are clearly defined within each client SOP, and will also ensure alignment and agreement with local branch operations
• Each Local Account Manager will develop and maintain an account profile for each of their assigned clients.
• Each Local Account Manager will develop, share and execute their unique strategic development strategy for each of their assigned clients. Each strategic development strategy will need to be shared with their respective account team members (global, regional and national) to ensure alignment of both the regional and global strategies for each client.
• Each Local Account Manager will develop (1) Continuous Improvement (Project) plan per year for each of their clients. In addition, each Local Account Manager will develop (1) Internal (JAS) Continuous Improvement (Project) plan per year for each client.
• Ensure alignment with global, regional and national account team members.
• Account strategy and development
• Ownership and alignment of account responsibilities
• Tender process. All local tenders must be forecasted with the regional bid team within 90 days of tender release. The Local Account Manager is expected to also be active in all internal and external calls relating to the tender process.
• Implementation process. The Local Account Manager will actively participate with the regional implementation team process.
• Participation in client regional QBRs.
• Active management of each client's accounts receivable balance, and to escalate (internally and externally) as necessary.
• Each Local Account Manager will be responsible for entering (8) customer meetings per month. These can be face-to-face meetings or online meetings – however, each meeting is required to have a formalized agenda and action items based on the conclusion of each meeting.
• Each Local Account Manager will have a Local Account Sponsor assigned to each of their respective clients. Each Local Account Manager will be required to have (2) Local Account Sponsor meetings per year for each of their accounts. A Local Account Manager can include (but not limited to), Branch Manager, Product Manager, Operations Manager, Trade Lane Manager, etc.
• Each Local Account Manager will be responsible for providing their local account details to the respective National and or Regional Account Manager as it pertains to the monthly Executive Summaries. The information must be submitted by the 6th day of the month (for account activity from the prior month).

Qualifications

• Minimum of 3-5 years successful sales/account management/operations experience in freight forwarding, logistics and/or transportation industry
• Excellent organizational skills
• Excellent written and verbal skills
• Excellent presentation and interpersonal skills
• Thorough knowledge of transportation industry logistics and freight forwarding
• Thorough knowledge of successful sales techniques
• Strong computer skills including Microsoft Office suite
• Detail oriented, able to multitask and meet deadlines
• Self-motivated, able to work in a team and independently
• Must have a valid driver's license and safe driving record

Education and Experience

• College degree preferred
• Account Management/Sales/Operational experience in freight forwarding/transportation/logistics industry
• Experience with CRM system