The Regional Account Manager oversees multiple accounts within a region, focusing on strategic development and operational management. Responsibilities include managing customer relationships, improving efficiency, conducting market analysis, mentoring local managers, and enhancing customer experience through value-added programs.
JAS is an international, non-asset-based supply chain services and solutions company. Our services include air and ocean freight forwarding, contract logistics, customs brokerage, distribution, inbound logistics, truckload brokerage and other supply chain management services, including consulting, the coordination of purchase orders and customized management services.
The Regional Account Manager will manage multiple accounts ideally in a single industry in their Region working with the Global Strategic Account Manager and Regional Account Managers in the other Regions. The Regional Account Manager will provide both strategic and tactical leadership to the National & Local Account team. The allocation of time for a Regional Account Manager should consist of approximately;
· 60-70% - Strategic Development and Initiatives
· 30-40% - Tactical, Operational & Process Management
Responsibilities
- Manages overall business relationship; Customer Facing
- Increased Consistency in Operational Performance
- SOP Creation & Distribution
- Ensure understanding by operations
- Report Creation / Monitoring / Distribution
- SOP Creation & Distribution
- Improved Efficiency & Effectiveness
- Market Analysis / Industry Awareness
- Mentors & educates Local Account Managers
- Drives collaborative efforts within team, supporting and sharing best practices in the following key areas
- Customer Reviews
- Strategic Business Plans
- Value add Programs
- Process Improvements
- Bid Management
- Technology Offerings
Core Elements
- Strategic Business Plans
- Clear Objectives
- Real Measurable Goals
- Ownership and Alignment
- Geo / Product
- Bid Management
- Preparation
- Strategy
- Execution
- Team Management
- Solution Design
- Rate discussions / revisions / updates
- Contractual discussions and updates
- Customer Experience
- Consistency Across Accounts and Geographies
- Improved competency
- Speed of Response
- Executive Alignment
- Consistency of Account Management (at each level)
- Market Analysis / updates
- Claims
- Value Add Programs
- Innovation
- Savings Tracker
- Customer Engagement
- Product Diversification
- Process Improvements
- Cycle Time Analysis / savings
- Cost
- Technology
- Product
- Customer Business Reviews
- Branding
- Formatting
- Consistency
- Content
- Presentation
- Value Tracking
- Profitability
- Yield/Margin Management
- Market Competitiveness
- Stakeholder Participation
- Technology
- Deployment
- Integration
- Benefits of
- Customer Adoption
Organizational Structure & Compensation
- Regional Account Manager Org Structure
- Reports to Regional Director Account Management
- Regional Account Managers would have a dotted line to the Global Strategic Account Manager (per assigned accounts)
- National & Local Account Managers would have a dotted line to the Regional Account Manager
- Regional Account Manager Compensation
- Commission
- Paid on same schedule as Business Development
- (Quarterly, exact schedule to be shared each year)
- Correlated to GP, and only GP (no subjective measurements)
- Percentages per Account will be individually assigned and agreed upon
- Regional Account Managers are eligible for commission from JAS offices which reside in their region.
- JAS reserves the right to adjust percentages to compensate additional resources that may be added to the account as deemed necessary
- Paid on same schedule as Business Development
- Accounts Managed
- Periodically accounts may be added and/or removed from an individual Account Manager. Reasons include, but are not limited to;
- Shipment Volume / Workload
- Change in Client Organization Structure
- Account Needs (current or new accounts)
- Periodically accounts may be added and/or removed from an individual Account Manager. Reasons include, but are not limited to;
- Commission
Qualifications
- Excellent Organizational Skills
- Excellent written and verbal skills
- Excellent presentation and interpersonal skills
- Thorough knowledge of transportation industry logistics and freight forwarding
- Thorough knowledge of successful sales techniques
- Strong computer skills including Microsoft Office suite
- Detail oriented, able to multitask and meet deadlines
- Self-motivated, able to work in a team and independently
- Must have a valid driver’s license and safe driving record
Education and Experience
- College degree preferred
- 3-5 years successful sales or account management or operations experience in freight forwarding, logistics and or transportation industry
- Experience with CRM system
Top Skills
MS Office
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