Regional Sales Manager

Nippon Express Company, Ltd. (“NX”) was founded in 1872 in Japan and is headquartered in Tokyo. NX employs approximately 72,000 employees at 733 locations, in 47 countries and 314 cities around the world.

Nippon Express U.S.A., Inc. (“NEU”) was incorporated in New York in 1962 as a fully owned subsidiary of NX. NEU provides logistics solutions and comprehensive transportation services through its international freight forwarding and logistics network, including specialized handling of: air, land, sea and express packages; all types and sizes of cargo; personal effects and household goods; fragile and perishable freight; and livestock. NEU also provides related services, such as warehousing, distribution and customs brokerage and clearance. NEU operates at 55 locations in 27 states within the U.S., with approximately 1300 employees. NEU has enjoyed tremendous growth and success as one of the top five international freight forwarders in the world. We connect people with products throughout the world.

Purpose

This position will provide sales and marketing support (including direct sales activities), develop business relationships with potential and existing customers, report on activities for assigned accounts, coordinate with various branch operations and corporate sales as necessary, and coach / assist more junior sales representatives and marketing assistants as necessary.

Responsibilities

Responsibilities

• S ecure and manage new regional/local account business from hunting sales approach in Air, Ocean, Warehousing/Distribution, Trucking and 3PL.
• Selling Forwarding services to decision makers in USA.
• Continuously grow new business (New lanes, New commodities, New Suppliers/ End users) by maintaining strong relationships with mid-Level management and key stakeholders/decision makers in the Semiconductor, Automotive, Electronics, and other industry verticals.
• Achieve Monthly revenue and profit goals.
• Conduct strategic sales approach – qualify opportunities, identify key decision makers, offer custom tailored solutions, etc.
• Know your competition and create strategies to overcome sales obstacles.
• Evaluate product & service marketability in terms of customers’ requirements/needs.
• Develop relationship and trust with new customers.
• Create target lists of potential customers from market research and sales leads.
• Keep up with latest industry trends and emerging markets to enhance sales performance.
• Collaborate with Regional Director/AGM, Branch Management, dept. managers, C/S, and operations staff to establish a clear communication path for handling new customers.
  
  

Measurables

• Achieve Monthly Revenue/Profit Goals.
• Weekly activities – 10 sales calls, 5 quotes. min., update CRM (Salesforce)
• Bi-weekly sales meeting to discuss activities and closed opportunities.
• Prepare Monthly report on New Business Revenue and Profit.
• New Business = New Customer, New Lane/Commodity, New Shipper/Consignee.
• Term for reporting new business and Revenue/Profit results will be evaluated by Sales Director.
  
  

Salary Pay Range: $90,000-$120,000 annual base pay. This range is a good faith estimate of the expected salary range for this position, based on a wide range of factors including qualifications, experience and training, operational and business needs and other considerations permitted by law.  At NEU, it is not typical for an individual to be hired at or near the top of the range for the role.

Qualifications

• 3 years of experience in a Hunter Sales role in a freight forwarding/logistics industry.
• Strong self-motivation and strategic focus – ability to quickly identify key decision makers and opportunities.
• Strong Communication skills – ability to conduct corporate meetings and executive presentations with C level positions.
• Ability to close business – clearly identify short and long-term business opportunities.
• High level of negotiating skills – ability to negotiate contracts and processes.
• Bachelor's degree, or equivalent, in marketing, business administration, economics.
• Valid state driver’s license.
• Strong Communication and teamwork skills.
• Ability to multitask and prioritize various projects.
• Experience in complex processes that may involve multiple levels of approval.
• Must be able to travel extensively within the regional territory as well as occasionally to other branches.
• Ability to effectively operate a personal computer as well as other office machines (copiers, printers, scanners, etc.)
• Ability to plan/prioritize personal sales activities and customer/prospect contact
• Manage product mix, pricing and margins according to agreed aims
• Communicate effectively at all levels
• Follow ethical sales methods to maintain and develop client base
• Proficient with Microsoft Office Products (Lotus Notes, Word, PowerPoint, Excel, etc.)
• Self-driven, results-oriented, high degree of personal responsibility
• Develop and maintain long-term relationships with customers
• Proven effective negotiations and closing techniques
  
  

Organization Relationships

• This position must interact professionally at all times with all external contacts including customers, vendors and agents, and all internal contacts within and outside of the Branch, including co-workers, and management.
• This position must develop communications and relationships with branch operations staff that will encourage leads and additional business
  
  

Work Environment

• Driving / Flying for long periods of time
• Sitting, walking, standing, bending, twisting, kneeling, reaching
• Exposure to traffic
  
  

Benefits

Nippon Express offers a generous Employee Benefits Package including:

• Medical, Dental, and Vision beginning the 1 st of the month after 30 days.
• 401k with a company match
• Flexible Spending Accounts, HSA, Life and Accidental Death & Dismemberment Insurance, Short & Long Term Disability, Auto and Home policies, Commuter Benefits, and much more.
• Generous Vacation and Sick time.
  
  

Nippon Express USA provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.