Global 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:
Grow Nippon Express USA’s business in assigned Trade Lane. Achieve revenue targets by securing business with new global customers and selling additional services to current global customers.

Assigned Trade Lane: India/Americas – Pharmaceutical- All verticals important.

Sales Territory:Primary – Americas, Global

Primary Duties: 

• Responsible for securing and managing new customer business. Air, Ocean, Warehousing/Distribution, Truck and 3PL
• Responsible for developing strong C-Level relationships with Target Customers in Lifescience, and all vertical opportunities
• Provide expertise in the assigned vertical to share with other members including GDP, GMP and Cold Chain Solutions
• Coordinate sales strategy with India commercial and global Teams
• Assigned quarterly and annual Revenue/Operating Profit targets to include overall territory target and individual account targets
• Responsible for managing a target customer list within the vertical for own sales
• Ability to analyze target customers entire Supply Chain and create a supply chain mapping in order to determine actual target business from main target and additional suppliers.
• Ability to conduct strategic sales initiatives within assigned Trade Lane
• Provide coaching and conduct joint sales calls with Regional/Local Account Executives related to assigned trade lane/vertical
• Responsibility – GSM has 100% Revenue / Operating Profit Responsibility

Customer planning and coordination:
• Maintains personal contact with large key customers.
• Research customer needs and develop application of products and services in an effective manner by.
• Determining market strategies & goals for each product and service of NEU within the Trade Lane/Vertical
• Set trade lane strategy with continued collaboration with multi-regional stakeholders
• Research and develop lists of potential customers by doing market research
• Secure information to create profile of customer Supply Chain to evaluate necessary solutions to be presented.
• Maintaining up-to-date understanding of industry trends and technical developments that effect Trade Lane/Vertical
• Establishing & maintaining industry contacts that lead to sales
• Working with NEU/global sales staff and branch operations staff to establish a communication path with and within the customer to ensure sales opportunities for products &services

Note: This job description indicates the general nature and level of the work being performed by employees in this job. It is not intended to be an exhaustive list of all tasks, duties, and qualifications of employees assigned to this job. Incumbents may be asked to perform other duties as required.

Salary: $113,136 - $125,484 

This salary 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.

Minimum Requirements, Education, and Experience:
• Bachelor's degree, or equivalent, in marketing, business administration, economics.
• 7+ plus years of business experience which should include
• Significant experience in sales and marketing preferably in a freight forwarding/logistics business
• Must have 10 or more existing relationships in assigned vertical
• Significant experience in sales staff development and training
• Several years’ experience in general management concepts such as planning, accounting, administration, and economics.
• Valid state motor vehicle operator's license. Willingness to travel extensively.

Skill Sets Required:
• Strong Communication skills – ability to conduct Sr. level corporate meetings and executive presentations.
• Strong self-motivation and strategic focus – ability to quickly identify key decision makers and opportunities.
• Ability to close business – clearly identify short and long-term Global Opportunities
• High level of negotiating skills – ability to negotiate global contracts and processes
• Strong coaching skills. Coach and mentor Regional/Local Sales staff

Sales Activity Expectations:
• Established Annual Revenue Target / Operation Profit Target
• Update Target Account list on a weekly basis
• Issue Customer quotations
• New Business reported and maintained on a monthly basis
• Attend meetings and report sales activity on a weekly basis as requested
• Ability to utilize CRM tools for clear and timely sales updates
• Strong MS Office skills- PowerPoint, Excel, Word, Outlook

Behavioral Requirements:
• Strong leadership, management and organizational skills
• Strong teamwork skills and inclination
• Strong communications skills – listening, public speaking, providing and receiving feedback
• Process improvement
• Influencing skills in a matrix environment
• Ability to understand, develop and maintain multi-cultural relationships
• Patience – ability to deal with complex processes that may involve multiple levels of approval

Organization Relationships:

Will work with all levels in the organization.

Work Environment:

(With or without accommodations) This position is predominantly sedentary office work, which involves sitting, typing, filing, and conversing on the phone.

This job description is not intended to be and should not be construed as an all-inclusive list of all the responsibilities and working conditions of the position. While it is intended to accurately reflect the position activities and requirements, management reserves the right to modify, add or remove duties and assign other duties as necessary.

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.