Job Posting for Corporate Account Manager at Schenker, Inc.
Position Description Summary: The Corporate Account Manager's role is to expand Schenker USA's business. While the incumbent may have a primary product focus, he/she is expected to market all of Schenker's International Services to potential and existing clients. The National Account Manager must also be committed to exceeding client expectations while respecting company policies.
Principal Accountabilities (The following is intended to describe the general nature and level of work being performed. It is not an exhaustive list of all expectations.):
New Business Development
1. Planning and Development
§ Identifies and brings forward new business opportunities
§ Establishes a prospecting plan; identifies potential clients using knowledge of the market electronic databases, industry trade associations, trade shows, networking events, and consults other sources of information.
2. Prepare action plans
§ Identifies decision makers at target clients
§ Maintains a good understanding of client business segment and of solutions proposed by the competition.
§ Identifies and analyze customer needs and develop solutions adapted to client expectations
§ Negotiates prices and conditions based on the type of service offering; proposes complementary services.
§ Obtains a service agreement/contract
Follow-up and portfolio maintenance
§ Maintains regular contact with clients
§ Anticipates evolution of customer demands and translate those into service offerings.
§ Responsible for ongoing, continuous customer relationship development with attendance at industry networking events, and hosting of customer entertainment meetings
§ Collaborates with Schenker's Business Development and Product Management Teams in developing innovative value propositions and customer solutions
§ Gathers and shares with Schenker staff, verbally or in written form, pertinent market information and data on existing and prospective clients as well as on emerging industry trends and competitor activities
The individual in this position must be capable of performing all of the essential functions with or without a reasonable accommodation.