Account Manager, International Solutions

Odyssey

4d•Remote

About The Position

The Account Manager, International Solutions is an individual-contributor sales role focused on growing Odyssey’s existing international customer accounts. The role is responsible for increasing net revenue and gross profit across an assigned portfolio by cross-selling international services, including freight forwarding/NVOCC, import/export, and customs brokerage. The Account Manager develops and manages long-term customer relationships and partners closely with Operations, Customer Service, Pricing, Procurement, and other internal teams to deliver results. This is a remote position for candidates residing in the Midwest, Pacific Northwest, or Pacific Southwest. The schedule is Monday through Friday during standard business hours, with 30–40% travel for customer and prospect visits within the assigned market or to Odyssey locations. The position has no supervisory responsibilities and reports to the Director, Account Management. Applicants must be currently authorized to work in the United States.

Requirements

At least 3 years of B2B account management or sales experience in international freight forwarding, NVOCC, and/or customs brokerage, with a demonstrated record of growing existing accounts.
Bachelor’s degree in business, supply chain, international trade, or a related field, or an equivalent combination of education and experience.
Strong relationship-building, consultative selling, and negotiation skills, with the ability to engage customer contacts at all levels.
Solid understanding of international freight forwarding and trade processes, including ocean freight, NVOCC operations, import/export documentation, Incoterms, and U.S. customs regulations.
Financial acumen, including the ability to build quotes and proposals, understand margin and cost drivers, and manage account profitability.
Excellent oral, written, and presentation skills.
Proficiency with CRM systems such as Salesforce and Microsoft Office; disciplined pipeline management and forecasting.
Self-motivated and organized, with the ability to manage a portfolio of accounts and collaborate effectively with cross-functional teams.
Willingness and ability to travel to customers and Odyssey locations as needed.
Must currently be authorized to work in the United States.
Must reside in the Midwest, Pacific Northwest, or Pacific Southwest.

Nice To Haves

Experience cross-selling additional services into an existing customer base is strongly preferred.
Experience with customs brokerage (CHB) and/or FCL ocean/NVOCC services is preferred.
Experience in intra-Americas (cross-border and ocean) and/or Europe trade lanes is highly desirable.
Background serving chemical shippers is preferred; knowledge of dangerous goods handling and documentation is a plus.
Relevant trade or logistics certifications are a plus.

Responsibilities

Own net revenue and gross profit targets across an assigned portfolio of existing Odyssey International accounts.
Build and execute account plans with targets for net revenue, gross profit, and service mix.
Analyze account white space to identify services and trade lanes not yet using Odyssey.
Grow volume within existing accounts, with emphasis on FCL ocean, intra-Americas activity, Europe trade lanes, and India.
Maintain pricing and margin discipline, qualifying opportunities for profitability, credit, and operational fit in coordination with Operations.
Cross-sell Odyssey’s international services, including freight forwarding/NVOCC, import/export, and customs brokerage.
Position Odyssey’s end-to-end capabilities, including ocean, customs clearance, domestic intermodal, trucking, and warehousing.
Develop tailored proposals, rate renewals, and RFP/RFQ responses in partnership with Pricing, Procurement, and Operations.
Apply knowledge of chemical and other regulated cargo, including dangerous goods documentation and handling requirements, when serving relevant shippers.
Establish trusted-advisor relationships with stakeholders in logistics, procurement, trade compliance, and supply chain.
Lead regular customer business reviews covering performance, service levels, KPIs, and growth opportunities.
Partner with Operations and Customer Service to resolve issues, protect service quality, and retain accounts.
Monitor account health, volume trends, and margin; identify and address retention risks early.
Coordinate customer coverage and referrals of new-business leads with Sales Managers, International Solutions and the Sr. Sales Manager.
Coordinate with account teams in other Odyssey business units to identify opportunities and provide an integrated customer experience.
Gather and share market intelligence on rates, capacity, trade policy, tariffs, and competitor activity.
Adhere to Odyssey’s Corporate Compliance Programs, Company policies, and applicable regulations.
Maintain accurate pipeline, forecast, and account information in the CRM and regularly update sales leadership on account performance and market conditions.