Account Manager, International Solutions

Account Manager, International Solutions

Remote – must reside in Midwest, Pacific Northwest, or Pacific Southwest

About Odyssey Logistics

Odyssey Logistics is a global logistics and supply chain partner helping businesses optimize performance through fully integrated, end-to-end solutions. We connect transportation, technology, and expertise across a broad network of services including 3PL and 4PL managed services, multimodal and intermodal transport, warehousing, trucking, Jones Act Ocean, and customs brokerage, ensuring goods move reliably, efficiently, and intelligently around the world.

Today, Odyssey supports more than 6,000 customers globally, delivering scalable, data driven solutions across complex supply chains. What started with a single client has grown into a dynamic, evolving organization focused on performance, precision, and long-term partnership.

What Sets Us Apart:

Our work is complex, fast moving, and highly collaborative. Success here requires people who think strategically, operate with urgency, and navigate across functions to solve real business challenges. We value individuals who take ownership, challenge the status quo, and turn insight into action.

Our culture is grounded in five core values: Win Together, Innovate Boldly, Drive Results, Customer Centric, and Guide with Care. These are not just principles; they shape how we make decisions, partner with customers, and show up for each other.

At Odyssey, you are not just part of a company; you are part of building what comes next.

The Role:

Work Model: Remote/Travel - must reside in Midwest, Pacific Northwest or Pacific Southwest

Work Schedule: Monday – Friday, standard business hours

Travel Requirements: Yes; 30-40% travel required (customer/prospect visits within assigned market or to Odyssey Location

Supervisory Responsibilities: No

Reports to: Director, Account Management

*All applicants must be currently authorized to work in the United States.

Summary / Primary Role:

The Account Manager, International Solutions is an individual-contributor “Farmer” sales role responsible for growing Odyssey's existing international customer accounts. The role focuses on cross-selling Odyssey's international services portfolio – freight forwarding / NVOCC, import / export, and customs brokerage – growing net revenue across an assigned portfolio of accounts, and developing and managing long-term customer relationships. This role is a trusted advisor to customers and must work closely with Odyssey operations, customer service, pricing, and other internal teams to deliver results.

What You’ll Do:

• Own a net revenue and gross profit target across an assigned portfolio of current Odyssey International accounts.
  • Build and execute an account plan for each assigned account with clear targets for net revenue, gross profit, and service mix.
  • Perform white-space analysis on each account to identify services and trade lanes not yet using Odyssey.
  • Grow volume within existing accounts, with emphasis on full container load (FCL) ocean, intra-Americas activity (cross-border and ocean freight), Europe trade lanes, and India.
  • Maintain pricing and margin discipline, in conjunction with operations; qualify opportunities for profitability, credit, and operational fit.
• Cross-sell Odyssey's international services across the current customer base.
  • Expand relationships by adding Odyssey International services – freight forwarding / NVOCC, import / export, and customs brokerage (CHB) – to each customer's portfolio.
  • Position Odyssey's end-to-end capability – ocean, customs clearance, and domestic intermodal, trucking, and warehousing – as a differentiator.
  • Develop tailored proposals, rate renewals, and RFP / RFQ responses in partnership with Pricing, Procurement, and Operations.
  • Apply knowledge of chemical and other regulated cargo (e.g., dangerous goods documentation and handling requirements) when serving chemicals and similar shippers.
• Develop and manage customer relationships.
  • Establish trusted-advisor relationships with multiple stakeholders in each account, including logistics, procurement, trade compliance, and supply chain.
  • Lead regular business reviews with customers 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; identify and address retention risks early.
• Collaborate with the sales team and across Odyssey.
  • Coordinate with the Sales Managers, International Solutions and the Sr. Sales Manager on customer coverage and referral of new-business leads identified within accounts.
  • Coordinate with Odyssey account teams in other business units to identify opportunities and deliver an integrated customer experience.
  • Gather and share market intelligence on rates, capacity, trade policy, tariffs, and competitor activity.
• Operate in compliance with Company policies and applicable regulations.
  • Adhere to Odyssey's Corporate Compliance Programs.
  • Maintain accurate pipeline, forecast, and account data in the CRM, and provide regular updates on account performance and market conditions to sales leadership.

What You Bring:

• 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.
• Experience cross-selling additional services into an existing customer base is strongly preferred.
• Experience with customs brokerage (CHB) and / or full container (FCL) ocean / NVOCC services is preferred.
• Experience in intra-Americas (cross-border and ocean) and / or Europe trade lanes is highly desirable.
• Background serving chemicals shippers is preferred; knowledge of dangerous goods handling and documentation is a plus.
• Bachelor's degree in business, supply chain, international trade, or a related field, or equivalent combination of education and experience.
• Relevant trade / logistics certifications are a plus.
• Strong relationship-building, consultative selling, and negotiation skills; ability to engage with customer contacts at all levels.
• Solid understanding of international freight forwarding and trade processes – 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 profitability on accounts.
• Excellent oral, written, and presentation skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office; disciplined pipeline management and forecasting.
• Self-motivated, organized, and able to manage a portfolio of accounts and collaborate effectively with cross-functional teams.
• Willingness and ability to travel to customers and Odyssey locations as needed.

Compensation & Schedule Details:

Bonus Eligible: No

Commission Eligible: Yes

No relocation allowance will be considered unless specifically addressed. All applicants must be currently authorized to work in the United States.

Benefits:

We offer a comprehensive and competitive compensation and benefits package, including:

• A choice of medical plans with FSA and HSA options
• Dental Insurance
• Vision Insurance
• Company-paid Life and Disability Insurance
• 401(k) Plan with Company Match
• Paid Time Off (PTO) and Company Holidays
• Employee Assistance Program
• Company Health & Wellness Program
• Discounts with Preferred Vendors

At Odyssey, we believe the best ideas come from people with different skills, experiences, and perspectives. We welcome applicants from all backgrounds and evaluate every candidate based on the qualifications needed for the role, while also valuing the unique strengths, curiosity, and fresh thinking each person brings. Our commitment to inclusion helps fuel innovation and enables us to deliver smarter, more creative solutions for our customers. We are proud to be a workplace where everyone is treated with respect, given equal opportunity to succeed, and encouraged to contribute in meaningful ways. All employment decisions are based on merit, without regard to race or ethnicity, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, or any other characteristic protected by federal, state, or local law.

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Odyssey does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth and pregnancy-related conditions), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state or local laws and ordinances.