Senior Sales Manager

An Japanese logistics company is looking for a Senior Sales Manager in Burlingame, CA.


TITLE: Senior Sales Manager


EMPLOYMENT TYPE: Permanent


SALARY: $80,000-$120,000


LANGUAGE: ENGLISH (Japanese is a plus)


WORK STYLE: OFFICE


L OCATION: Burlingame, CA


POSITION TITLE: Senior Sales Manager


DEPARTMENT: Business Development


BUSINESS GROUP: Business Development


REPORTS TO (TITLE): Director of Strategic Sales Engagement


Position Summary


The Senior Sales Manager of Strategic Sales Engagement in corporate business development is responsible for his/her own sales activities of existing clients, potential clients, and also network clients who have a relationship with company worldwide.


The role involves collaborating with business development team and other business unit sales organizations to build a versatile business development organization, including a flexible, multicultural team to lead the sales activity in both global and local markets.


The position requires to be account owners for new accounts through cross-selling , retaining and expanding existing accounts who are assigned to their territory , and take the initiative of tenders, and secure new businesses/accounts based on the sales strategy of all business units.


The position will also require collaboration with operation staff members of all business units and the other sales members to provide prompt follow-up and a plan of action to be taken to remedy any service issues that may occur.


The Senior Sales Manager will also support and collaborate with upper management, operations, and sales by providing proposals, presentations, and new business implementation. This position requires support and collaboration from a team of sales managers and also assists upper managements - Director, VP, SVP or Business Unit management


Job Responsibilities

New Business Development based on cross-selling


• Develop new business opportunities through collaborating with company worldwide; research, prospect and qualify new opportunities. This will include customer visits & developing relationships within the defined geographical area, industry, or market.


• Increase market share within assigned territory or client(s) and achieve assigned financial budget for volume, revenue and profit.


• Prepare and present proposals, make recommendations for new services, extensions, or enhancements and overcome objections to closure by working with business units, Cross business unit


• Handle sales leads from company's international offices or the other branches. Send sales lead to the other offices both internationally/domestically as appropriate.


• Take initiative for periodical tenders in assigned client, territory, industry or market.


• Successfully close new business and onboard new clients.


• Utilize company's CRM tool to reflect sales activity and pipeline, Analize result and set up strategy


• Support and give coaching to sales managers, other sales members to develop new business.


• Expected to meet sales target assigned by management


• Utilize new business audit system to reflect the performance result, Analize result and set up strategy


Maintain and develop existing accounts based on cross selling


• Increase market share within the existing customer base


• Maintain contact with all clients to ensure high levels of client satisfaction. Resolve sales or delivery issues. Handle and initiate troubleshooting with operation members.


• Work with customers on service proposals, rate quotations, and air/ocean transportation schedules for new destinations. Manage ad hoc pricing requests.


• Resolve sales or delivery issues. Handle and trouble shoot supported fully by operation members.


• Recommend and offer solutions for customer needs regarding regulations, loading methods, crating , handling freight and special equipment availability. Ensure a complete understanding of such requirements and service offerings.


• Reviewing & updating the profitability of the existing business and managing the business contract renewal.


• Utilize company's CRM tool to reflect sales activity and pipeline, Analize result and set up strategy


• Support and give coaching to sales managers, other sales members to maintain existing customers, business


• Expected to meet sales target assigned by management


• Utilize new business audit system to reflect the performance result, Analize result and set up strategy


Coordinate and liaise with operations with all business unit


• Ensure the highest level of service by collaborating with related operations in identifying


and resolving problems and leveraging industry expertise and account management experience.


• May coordinate shipments with shippers, operations, truckers, warehouse and carriers on behalf of the customers.


• Coordinate with the credit department to establish lines of credit for new accounts and negotiate letters of credit.


• Provide reports on rates, use of carriers, and major operational problems.


• May assist, communicate, and follow up with other U.S. and foreign offices regarding


targeted or joint customers.


• Proactively establish and maintain effective working team relationships with all operations departments.


• Participates and contributes to the development of educational programs offered to clients.


• Maintains accurate records of all sales and prospecting activities, including sales calls,


presentations, closed sales, and follow-up activities.


• Participate in local business activities and events to gain networking opportunities and expose the local market to the company brand and value proposition.


• Involve operation and accounting when company has outstanding or financial issues with the assigned clients.


• Support and give coaching to sales managers, other sales members to resolve any issues in operation and financial issues with the clients assigned.


Sales Management :


• In consultation with the SVP, VP, Director, or upper management, achieve annual target volume and P&L targets for regional/branch sales for assigned accounts, territories, or industries. Expecting much larger responsible target than Sales Manager I.


• Develop standard operating procedures for major accounts and required accounts


• Attend joint calls with the sales managers, other sales members, join the other BD, Sales meetings, and collaborate in multi-region/branch sales efforts.


• Periodic Sales Reports are required to submit, guiding sales managers, other sales members


• Right to assign the account to Sales manager II with prior approval from Directors or VP, SVP.


Minimum Required Qualifications


College Degree in a related field plus three or more years of related experience in international shipping or international logistics or 5 or more years of experience as sales or in a customer service role, regardless in a logistics industrial field . An equivalent combination of education and experience may be considered.


• Strong interpersonal and communication skills (written and oral). Must be able to effectively articulate views both within the Company and externally with clients.


• Proven client prospecting and relationship maintenance/growth skills and abilities, which is a key component of this role.


• Ability to develop strategies and tactics to meet existing and new clients' needs and provide customized solutions.


• Ability to develop our co-workers and other sales members to grow sales skills or knowledge.


• Strong relationship builder and communicator.


• Highly organized results-oriented.


• Demonstrated ability and flexibility in adapting to a constantly changing environment.


• An equivalent combination of education and experience may be considered.


• Coaching and training skills


• Position will require 50% of travel. Occasional off-hour/weekend work may be required.


• Ability to give much thought to appropriate expenditure (travel and entertainment costs.)


Language Skills


Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions at all levels of the organization, customers and the general public.

Mathematical Skills:

Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.


The above statements are intended to describe the general nature of the work being performed. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required.


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