National Account Manager

JAS Worldwide•Sterling, VA

About The Position

JAS is an international, non-asset-based supply chain services and solutions company. Our services include air and ocean freight forwarding, contract logistics, customs brokerage, distribution, inbound logistics, truckload brokerage and other supply chain management services, including consulting, the coordination of purchase orders and customized management services. JOB SUMMARY: The National Account Manager will be tasked to manage, maintain and grow multiple clients within their assigned geography (assigned branch). The National Account Manager will ensure that they coordinate their efforts within their assigned group of stakeholders for each client (Regional Account Manager, Global Account Manager and local operations). The allocation of time for the National Account Manager should be as follows: 75%: Strategic development of each assigned client within their portfolio (new business) 25%: Tactical operational functions for each assigned client within their portfolio (retention)

Requirements

Excellent Organizational Skills
Excellent written and verbal skills
Excellent presentation and interpersonal skills
3+ years’ experience in transportation industry logistics and/or freight forwarding
5+ years’ experience in account management
Thorough knowledge of successful sales techniques
Strong computer skills including Microsoft Office suite
Detail oriented, able to multitask and meet deadlines
Self-motivated, able to work in a team and independently

Responsibilities

Customer facing Manages the national business (commercial) relationship for each assigned client.
Identification of possible business at risk
Identification of new client opportunities
Operational excellence
SOP creation, review and sign-off with relevant stakeholders and final distribution.
The National Account Manager will ensure that local operations are clear on all client expectations and requirements as noted within the SOP.
Report creation, monitoring and distribution as required for each assigned client.
Monthly Business Reviews (MBRs) to be held with each assigned client to review operational performance and KPI metrics.
Feedback from each MBR should be communicated to local operations for any necessary corrective and or preventative actions.
This feedback should also be communicated to the respective account management team (Regional Account Manager and Global Account Manager)
Quarterly Business Reviews (QBRs)
Daily Account Maintenance
Operational escalations – as per client SOP. All operational exceptions will be managed by the local branch operations. The National Account Manager will not be responsible for the day-to-day operational activities within the local branch.
Finance (accounts receivable, DSO) escalations – as per client SOP
For client spot quotes, the National Account Manager will ensure that the request is being worked on by the respective product teams within the branch and will also ensure that the request is being sent on time to the client. The National Account Manager will not work directly on spot quotations (sending pricing requests to origin and or destination). In certain cases, there may be exceptions to this process, and the account manager may be heavily involved in the spot quote process. These exceptions may be related to client requests, shipment size, quote complexity or high GP related shipments. Again, these would be the exception, not the norm.
Account Escalations As mentioned previously under section 3.0, the National Account Manager will only get involved in operational and finance related escalations when the local branch has exhausted all other means of escalation. For each type of escalation, the National Account Manager will ensure these are clearly defined within each client SOP and will also ensure alignment and agreement with local branch operations.
Account Profiles & Strategic Development Each National Account Manager will develop and maintain an account profile for each of their assigned clients.
Each National Account Manager will develop, share and execute their unique strategic development strategy for each of their assigned clients.
Each strategic development strategy will need to be shared with their respective account team members to ensure alignment of both the regional and global strategies for each client.
Each National Account Manager will develop (1) Continuous Improvement (Project) plan per year for each of their clients. In addition, each National Account Manager will develop (1) Internal (JAS) Continuous Improvement (Project) plan per year for each client.
Account Management Engagement Ensure alignment with global, regional and local account team members.
Account strategy and development
Ownership and alignment of account responsibilities
Tender process. All local tenders must be forecasted with the regional bid team within 90 days of tender release. The National Account Manager is expected to also be active in all internal and external calls relating to the tender process.
Implementation process. The National Account Manager will actively participate with the regional implementation team process.
Participation in client regional QBRs.
Active management of each client’s accounts receivable balance, and to escalate (internally and externally) as necessary.
Account Management KPI Metrics The National Account Manager will be responsible for entering (8) customer meetings per month. These can be face-to-face meetings or online meetings – however, each meeting is required to have a formalized agenda and action items based on the conclusion of each meeting.
The National Account Manager will have a National Account Sponsor assigned to each of their respective clients. Each National Account Manager will be required to have National Account Sponsor meetings every quarter for each of their accounts. A National Account Sponsor can include (but not limited to), Branch Manager, Product Manager, Operations Manager, Trade Lane Manager, etc.
The National Account Manager will be responsible for providing their national account details to the respective Regional Account Manager as it pertains to the monthly Executive Summaries. The information must be submitted by the 6th day of the month (for account activity from the prior month).
The National Account Manager is responsible for updating each account’s SOP and Strategic Account Plan twice per year.
The National Account Manager is responsible for conducting a QBR per quarter for each account they are assigned to.