Account Executive 1

Company Description

Matson, Inc. is traded on the New York Stock Exchange under the symbol MATX. Founded in 1882, Matson is one of the leading U.S. ocean shipping and logistics companies in the Pacific and provides a vital lifeline to the remote economies of Hawaii, Alaska, Guam, Micronesia and select South Pacific islands. It operates a premium, expedited service from China to Southern California. Established in 1987, Matson subsidiary Matson Logistics extends the geographic reach of Matson’s transportation network throughout the continental U.S with integrated, asset-light logistics services including rail intermodal, highway brokerage and warehousing.

Role Summary

Act as Matson’s primary liaison to assigned sales accounts in the Domestic Offshore trades. Partner with assigned customers to build relationships and problem solve in order increase freight volume, revenue and yield in support of Matson’s financial goals.  Gather customer and business segment intelligence for tactical planning to continue market growth. Interface with all corporate departments as a customer advocate to ensure superior service and value are offered in order to meet corporate and regional goals, while representing the Company according to our standard of ethics. 

Primary Duties & Responsibilities

• Represent Matson as primary point of contact for assigned accounts. Includes making personal visits, phone calls, and other regularly scheduled and ad hoc contact.
• Respond in a timely manner to resolve customer inquiries and concerns, including but not limited to billing, freight tracking, equipment and collection issues.
• Liaison with other Matson departments and organizations to ensure satisfactory resolution to customer issues and inquiries.
• Develop a deep understanding of our customers and market segments to identify opportunities for growth in all Matson services.
• Develop relationships at all levels within customer organizations; from the dock supervisor to the CEO and including customer trucking vendors. Understand our customer’s freight needs in order to develop specific transportation solutions using Matson’s wide range of services.
• Develop internal relationships within all key Matson departments to enable responsiveness as customer advocate.
• Develop in-depth tariff knowledge in order to facilitate customer pricing requests and quotes while working within regulatory and company rules and requirements.
• Provide analysis and recommendations to Matson pricing and sales management for review and implementation. Review competitive filings and act on opportunities they may represent.
• Provide market and customer insight to Regional Sales Director, market planning, pricing, and operations departments to improve business efficiency and service offerings.
• Complete weekly and as needed activity reports to Regional Sales Director. May include annual or weekly reports as well as service failure incident reports, sales call planning reports. 
• Meet or exceed annual goals established between Regional Sales Director and Account Executive based on the current Operating Plan.
• Manage individual budget to include business meals and entertainment, in accordance with established guidelines.
• Represent Matson with the highest ethical standards at all times.

 Technical Requirements/Competencies

• Fluency in Microsoft Office, particularly in Excel, Word, and PowerPoint.
• Basic knowledge of cloud based applications such as Tableau and Workday.
• Salesforce experience a plus.

Qualifications, Education, & Experience

• Bachelor’s degree or equivalent work experience.
• One (1) to five (5) years of sales experience with a heavy emphasis on customer relationship management.
• Understanding of Matson’s businesses, services, and competitive strategies.
• Excellent communication skills, both written and verbal.
• Good presentation skills.
• Ability to build rapport and trust with customers.
• Demonstrated follow-through and detail orientation.

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