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.
The national account manager will manage multiple accounts across multiple branches in their country working in a coordinated effort with the global strategic account manager and regional account managers when these positions exist on the same account. The allocation of time for a national account manager should consist of approximately:
50-60% - strategic development and initiatives
40-50% - tactical, operational & process management
responsibilities
manages overall business relationship; customer facing
increased consistency in operational performance
sop creation & distribution
ensure understanding by operations
report creation / monitoring / distribution
improved efficiency & effectiveness
market analysis / industry awareness
mentors & educates local account managers
drives collaborative efforts within team, supporting and sharing best practices in the following key areas
customer reviews
strategic business plans
value add programs
process improvements
bid management
technology offerings
core elements
strategic business plans
clear objectives
real measurable goals
ownership and alignment
geo / product
bid management
preparation
strategy
execution
team management
solution design
rate discussions / revisions / updates
contractual discussions and updates
customer experience
consistency across accounts and geographies
improved competency
speed of response
executive alignment
consistency of account management (at each level)
market analysis / updates
claims
value add programs
innovation
savings tracker
customer engagement
product diversification
process improvements
cycle time analysis / savings
cost
technology
product
customer business reviews
branding
formatting
consistency
content
presentation
value tracking
profitability
yield/margin management
market competitiveness
stakeholder participation
technology
deployment
integrationcustomer adoption
organizational structure & compensation
national account manager org structure
reports to regional sales vice president, sales director, hcam or rvp with a dotted line to the regional director account management
national account managers would have a dotted line to the regional or global strategic account manager
national account manager compensation
commission
paid on same schedule as business development
(quarterly, exact schedule to be shared each year)
correlated to gp, and only gp (no subjective measurements)
percentages per account will be individually assigned and agreed upon
national account managers are eligible for commission from jas offices which reside in their region.
Jas reserves the right to adjust percentages to compensate additional resources that may be added to the account as deemed necessary
accounts managed
periodically accounts may be added and/or removed from an individual account manager. Reasons include, but are not limited to;
shipment volume / workload
change in client organization structure
account needs (current or new accounts)
qualifications
excellent organizational skills
excellent written and verbal skills
excellent presentation and interpersonal skills
thorough knowledge of transportation industry logistics and freight forwarding
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
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