Director, National Accounts

Job Summary
The Director, National Accounts manages Pasha Hawaii sales and accounts within a defined geographic area and ensures consistent, profitable growth in sales revenues through strategic account planning.

Primary Objectives

• Achieve monthly, quarterly, and annual volume, revenue, and profit objectives.
• Ensure consistent, profitable growth in sales revenues through strategic account planning and collaboration with sales, operations, and logistics personnel on major accounts.
• Develop and establish objectives, strategies, and action plans to improve short and long term sales and profitability.
• Drive the full sales cycle from prospecting potential customers to successful negotiation of contract.
• Develop and grow new business relationships and foster current customers.
• Drive effective customer interactions that produce timely, high quality outcomes for each account.

Duties and Responsibilities

• Manage an assigned geographic area and strategic and/or complex accounts to maximize sales revenues and meet corporate objectives.
• Establish long-term and strategic relationships with key decision makers on major accounts.
• Maintain and grow deal-sourcing network through consistent calling activity.
• Identify and secure potential target accounts that align with PHH profitability strategy.
• Collaborate with Sales and Pricing senior management in establishing and recommending optimal sales strategies and objectives; and interpret short- and long-term effects of strategies on revenue.
• Negotiate account pricing and agreements in consultation with senior management to achieve profitability objectives.
• Develop specific account plans for customers to ensure consistent volume and revenue growth.
• Manage and execute territory plans to maximize profitability in key market segments.
• Provide and present quarterly reports on sales performance and accounts.
• Develop and deliver presentations to customers, solicit new customers at trade shows, and conduct port operation tours.
• Develop and forecast annual, quarterly, and monthly revenue streams.
• Support sales team initiatives by guiding relationship development and strategies with new and existing accounts, multi-product sales, evaluation of account profitability, competitive strategies, management of multi-year agreements, and contract processes.
• Collaborate on key accounts with account managers and pricing, logistics, and operations teams.
• Indirectly manage and provide direction to inside sales and collaborate on key accounts.
• Effectively utilize system tools including, but not limited to, Business Intelligence and Salesforce, to manage and evaluate sales performance.
• Other duties as assigned.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education

• Bachelor's degree in Marketing or Business Management or equivalent combination of coursework and experience in directly-related field required

Licenses and Certifications

• Valid state issued driver license and acceptable driving record required
• Transportation Worker Identification Credential (TWIC) within 90 days of commencement of position required

Work Experience

• 8+ years' progressive experience in developing marketing and sales strategies with an emphasis on transportation or supply chain management required
• Experience and proficiency in customer relationship management (CRMs) required
• Experience supervising, mentoring, and managing account managers preferred

Required Knowledge, Skills and Abilities

• Strong knowledge of management principles and best practices involved in commercial transportation and shipping sales.
• Strong verbal and written communication skills to convey information effectively to a variety of audiences.
• Ability to identify complex problems and use logic and reasoning to review related information to develop and evaluate options, conclusions, and implement solutions.
• Knowledge of principles and processes for providing customer service.
• Proficiency in Microsoft Office Suite of tools.
• Proficiency in Salesforce.

Competencies

• Builds High-Performing Teams Selects, organizes, and motivates colleagues to work together in a committed way to achieve a common mission and ensures a pipeline of talent for the future.
• Delivers Results Rigorously drives self and others to achieve high levels of individual and organization performance.
• Engages & Inspires Others Leads with energy, self-confidence and understanding in ways that motivate colleagues to achieve more than they thought possible.
• Focuses on the Customer & Market Continuously evaluates what is important to the customer/client and develops products or solutions that exceed expectations.
• Makes Sound Business Decisions Makes timely and well-informed decisions that advance critical priorities, capitalize on new opportunities, and resolve problems.
• Partners Across Boundaries Works collaboratively and effectively with colleagues throughout the company toward the common good of The Pasha Group.
• Practices our Values Supports and models The Pasha Way; conduct reflects Excellence, Honesty, Integrity, Innovation and Teamwork.

PHYSICAL DEMANDS, WORK ENVIRONMENT, AND TRAVEL
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Hear and speak with sufficient clarity to understand and engage in telephonic information exchange; hear and understand verbal instructions; give and receive information verbally in person or via communication device - Often
• Walk/travel within office environment, crouch/bend to access floor-level storage - Often
• Use hands/fingers to operate office equipment, type/complete data input, write - Often
• Reach with hands, arms; lift, move and manipulate objects weighing up to 20 pounds - Regularly
• Sight sufficient to read instructions, documents, and screen-based information - Often
• Use hands/fingers to manipulate and file documents, folders, small objects - Regularly

Working Environment
This role requires work that may involve the following environmental conditions:

• Corporate office environment

Travel
40% Must be able to travel independently to U.S. locations including Hawaii.

Screening Requirements
Background Checks
Driving Record Review

Must be fully vaccinated against COVID-19, except as prohibited by law.
The information included in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive or exhaustive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.

The salary range listed is based on the geographic zone associated with this role: Chicago, IL. If you are applying to work from a different location, the salary range may vary to align with the cost of labor and market conditions in that area. For applicants from other zones, we encourage you to reach out to us to confirm the relevant salary range for your specific location. Starting pay will be determined by job-related factors including experience, education, and business needs and may be modified at any time.

Zone 3: Starting rate $165,000; up to $195,000 for highly qualified candidates

This job is also eligible for participation in an Incentive Plan with a target payout based on eligible compensation and corporate/individual performance goal attainment.
Annual Incentive Opportunity: 20% of eligible compensation