Account Manager

Expeditors•Brisbane, CA

About The Position

The Account Manager develops, maintains, and measures Expeditors’ worldwide activity with assigned customers. The role manages customer relationships to grow revenue and deliver exceptional service, coordinating local and global alignment with Expeditors’ execution teams and customer stakeholders. It reports to the Customer Retention and Development Manager and works alongside District Sales Executives or Global Sales Executives. The Account Manager develops strategic business plans aligned with customer and company goals, builds relationships across customer organizations, manages the sales pipeline, and identifies opportunities for product and geographic diversification. The role deepens understanding of customers’ supply chains, industries, financial objectives, and business goals, then proposes value-added services and technology solutions. It also supports customer connectivity through systems requirements such as EDI and maintains visibility and collaboration across Expeditors’ global network. The position follows established bid processes, conducts customer business reviews, sets and monitors performance standards against agreed KPIs, documents and communicates customer expectations, and escalates at-risk accounts. It oversees yield management and rate communication, ensures customer and CRM records are properly maintained, and keeps customer-related information accurate and current. The role travels when necessary and regularly prepares for one-on-one meetings with the Customer Retention and Development Manager or District Manager, reviewing customer plans, engagement materials, revenue, yield, time allocation, and diversification. Success is measured through Expeditors’ Account Manager criteria, including retention rate, revenue growth, product and geographic diversification, and relationship alignment. The position also includes technical and business responsibilities related to identifying automation and digital solutions, translating business requirements into technical solutions, and managing stakeholders.

Requirements

University degree or equivalent business qualifications.
Minimum of 3 years of Expeditors or industry experience.
Proven work experience in business development.
Knowledge of Expeditors’ products and services.
Knowledge of required Expeditors operating systems.
Proficiency in MS Office and CRM software.
Ability to communicate effectively at all levels of the management hierarchy.
Strong presentation skills.
Strong analytical skills.
Proven problem-solving and interpersonal skills.
Charismatic, with the ability to connect with others.
Strong understanding of software development principles.
Experience with automation platforms such as Power Automate.
Experience with Microsoft Copilot and M365 technologies.
Familiarity with data structures, APIs, integrations, and system architecture.
Basic understanding of AI, machine learning, large language models, and prompt engineering.
Ability to troubleshoot technical issues independently.
Ability to understand complex operational processes.
Excellent communication and stakeholder management skills.
Local applicants only.

Nice To Haves

Experience developing automations, applications, or digital solutions.
Experience leading cross-functional projects.
Experience working in operations, logistics, finance, or enterprise shared services environments.
Certifications in Microsoft Power Platform, Azure AI, Microsoft Copilot, or related technologies.

Responsibilities

Develop, maintain, and measure Expeditors’ worldwide activity with assigned customers.
Manage customer relationships to grow revenue and deliver exceptional customer service, aligning local and global execution teams with customers.
Dedicate effort to Expeditors’ and customers’ success through ethical business practices and commitment to business fundamentals.
Create and communicate global strategic business plans aligned with customer and company goals.
Build relationships across customer organizations at all levels and locations.
Manage the sales pipeline and pursue product and geographic diversification to drive revenue growth.
Develop knowledge of customers’ supply chains, industries, financial objectives, and business goals; create network diagrams to support this work.
Initiate value-added solutions based on Expeditors’ services and technology.
Establish systems requirements, such as EDI, to improve customer connectivity and service.
Ensure global visibility and collaboration across Expeditors’ network regarding strategic updates, KPIs, service deliverables, and initiatives.
Follow the established bid process and engage relevant stakeholders.
Create and deliver customer business reviews focused on supporting customers’ goals and initiatives.
Establish and monitor performance standards against agreed KPIs.
Document and communicate customer expectations through SharePoint or customer SOPs.
Identify and escalate customers at risk.
Manage yields in line with company expectations, using SAS for CAM-GAM accounts or the BI portal for LAM accounts.
Keep rates current and communicate them effectively to operations and customers through customer SOPs or SharePoint.
Ensure customers are properly set up in CRM and customer accounts according to CHQ expectations.
Document meetings, opportunities, and other customer information in CRM, keeping records accurate and consistent.
Meet and maintain acceptable Account Manager measurement scores, taking corrective measures when applicable.
Travel when necessary.
Prepare for regular one-on-one meetings with the Customer Retention and Development Manager or District Manager by reviewing network diagrams, IISB, customer engagement materials, revenue summaries, yield management, time spent, and product/geographic/value-added diversification.
Achieve success measured by retention rate, revenue growth, product and geographic diversification, and relationship alignment.
Translate business requirements into technical solutions and troubleshoot technical issues independently.

Benefits

Eligible for bonus.
Paid vacation: first-year vacation is prorated based on month of hire; thereafter eligible for 15 days.
10 holidays.
2 flexible days.
Paid sick time accrued at 1 hour for every 30 hours paid.
401(k) Retirement Savings Plan with employer match.
Employee Stock Purchase Plan (ESPP).
Medical, prescription drug, dental, and vision coverage.
Health Savings Account (HSA).
Life and disability insurance.
Paid parental leave, subject to additional eligibility criteria.
Dependent Care Flexible Spending Account (DC FSA).
Commuter benefit.
Employee Assistance Program (EAP).
Learning and Development Program.
Educational assistance and reimbursement.