Director Strategic Accounts

About Us

Matson has been the leading ocean shipping and logistics provider throughout the Pacific since 1882. We are the supply chain lifeline for Hawaii, Alaska, Guam, and islands of the South Pacific. We also offer the top two ocean shipping services in the world’s largest trade lane - Asia to the U.S. West Coast. With our subsidiaries Matson Terminals and Matson Logistics, our business focus is exceeding customer expectations with quality, reliability, and integrity.

We strive to operate in an environmentally sustainable manner and promote land-based environmental programs in Hawaii, Guam, and Alaska. We help improve the communities in which we work and live through our community giving program that annually supports hundreds of local organizations. And we work to improve diversity, equity and inclusion in our company, communities and industry through an active social equity program.

Matson is a great place to work, and everyone who works with us becomes part of the Matson ohana or family. Join our team and help us move freight better than anyone.

Learn more at matson.com.

About the Role

The Director Strategic Account manages Matson’s service from Alaska to Asia by closely working with internal departments and grow its business portfolio to achieve the maximum financial contribution.  Acts as Matson Navigation’s primary liaison for clients and prospective clients shipping Alaskan seafood to Asia and U.S. market.  May be additional account assignments as determined by Regional Sales Director. Targets, solicits, negotiates and maintains business consistent with the Divisional goals. Those goals include, but are not limited to margin, revenue, and volume. Gathers and communicates market information; networks with customer community and industry trade groups. Consistent reporting is required. Works well within a team environment and across departmental lines.

What you’ll do:

• Meet or exceed annual goals established in collaboration with the Regional Sales Director, Pacific Northwest, based on the current Operating Plan.
• Identify and target accounts consistent with management direction, individual and departmental goals.
• Solicit customers and secure new business at the best possible margin.
• Maintain accounts through relationship, reliability, and service to the customer.
• Respond to and resolve customer inquiries and concerns as appropriate.
• Report customer issues to other Matson organizations and groups and provide follow-up to ensure a satisfactory resolution. Act as liaison between customers and other internal departments where necessary to resolve issues.
• Develop understanding of customer business objectives and identify opportunities for growth in all Matson services provided.
• Canvas market for new contacts and business opportunities.
• Regularly report on developments within the industry and within individual accounts.
• Create activity reports as requested for Matson leadership. Reports may include quarterly, monthly and weekly overview reports and sales call planning reports. 
• Manage business meals and entertainment in accordance with established guidelines.

In addition to those essential job functions identified above, individuals in this position are also responsible for performing other duties or tasks that may be assigned. The Company retains the discretion to add to or change the essential job functions of this position at any time.

You have these skills:

• Excellent communication skills, both written and verbal.
• High-level presentation skills, extensive experience making customer presentations.
• Ability to build and maintain high levels of rapport and trust with both external and internal customers.
• Proven follow-through and detail oriented.
• Proven negotiation skills.
• Analytical skills.

And these qualifications:

• Bachelor’s degree or equivalent work experience.
• Seven (7) or more years of international container shipping experience with a heavy emphasis on customer relationship management.
• Thorough understanding of international seafood market.
• In-depth knowledge and understanding of Matson’s businesses, services, and competitive strategies.
• Detailed knowledge and understanding of the entire market, including partners and competitors’ offerings.
• Experience managing major accounts.

At Matson, we're looking for people to build a unified team to maintain our values of trust, integrity, and reliability. We welcome diverse perspectives and people who think rigorously and thoughtfully challenge assumptions.

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