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 expanding adoption of freight forwarding/NVOCC, import/export, and customs brokerage services; increasing net revenue and gross profit across an assigned portfolio; and developing long-term customer relationships. The Account Manager serves as a trusted advisor and works closely with operations, customer service, pricing, procurement, and other internal teams to deliver results. This is a remote, travel-based role. The employee must reside 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 role has no supervisory responsibilities and reports to the Sr. Sales Manager, Managed Services. 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, with disciplined pipeline management and forecasting.
Self-motivated and organized, with the ability to manage an account portfolio 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.

Nice To Haves

Experience cross-selling additional services to an existing customer base is strongly preferred.
Experience with customs brokerage (CHB) and/or full container load (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 a net revenue and gross profit target across an assigned portfolio of current 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 existing-account volume, with emphasis on FCL ocean, intra-Americas activity, Europe trade lanes, and India.
Maintain pricing and margin discipline with operations, and qualify opportunities for profitability, credit, and operational fit.
Cross-sell Odyssey international services, including freight forwarding/NVOCC, import/export, and customs brokerage.
Position Odyssey’s end-to-end ocean, customs clearance, domestic intermodal, trucking, and warehousing capabilities to customers.
Develop tailored proposals, rate renewals, and RFP/RFQ responses with Pricing, Procurement, and Operations.
Apply knowledge of chemical and other regulated cargo, including dangerous goods documentation and handling requirements, when serving relevant shippers.
Build trusted-advisor relationships with stakeholders in logistics, procurement, trade compliance, and supply chain.
Lead 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, 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 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.
Follow Company policies and applicable regulations, including Odyssey’s Corporate Compliance Programs.
Maintain accurate CRM pipeline, forecast, and account data, and regularly update sales leadership on account performance and market conditions.