Director - Transatlantic Business Development

Overview

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.

Salary Pay Range MinUSD $100,000/AnnuallyMaxUSD $132,000/Annually

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.

Responsibilities

Purpose:  

Grow Nippon Express USA – East Region business in assigned Area. 

Achieve revenue / operating profit targets by securing business with new customers and selling additional services to current customers.

Assigned Area – Trans-Atlantic Business 

Sales Territory – East Region 

Primary Duties:• Manage and develop existing customer relationships (CP) with the purpose to protect and expand business with these customers.• Develop new customer relationships by own sales to sell the combined NX and CP networks capabilities on Trans-Atlantic trade. • Develop internal relationships within the network in East Region and EMEA for promoting joint 2-way sales to capture both import and export segments.   • Responsible for securing and managing new customer business in all segments - Air, Ocean, Warehousing/Distribution, Truck• Responsible for developing strong C-Level relationships with Target Customers• Provide expertise in the assigned area to share with other members.  • Assigned quarterly and annual Revenue/Operating Profit targets to include overall territory target and individual account targets.• Responsible for managing a target customer list for own sales. • Ability to analyze target customers entire Supply Chain and create a supply chain mapping to determine actual target business from OEM Manufacturers and suppliers/contract manufacturers.  • Ability to conduct strategic sales initiatives within assigned Area.• Position has 100% Revenue / Operating Profit responsibility.• Establish clear understanding of all services and capabilities of NX/CO in the related trade.  

Customer planning and coordination:• Maintains personal contact with customers.• Research customer needs and develop application of products and services in an effective manner by.• Determining market strategies & goals for each customer• 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 our business.• Establishing & maintaining industry contacts that lead to sales.• Working with NEU and CP 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.   

Qualifications

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 Area• 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 in regional territory.

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.• Ability to utilize SalesForce CRM for clear and timely sales updates • Strong MS Office skills- PowerPoint, Excel, Word, Outlook

Sales Activity Expectations:• Achieve assigned Revenue Target / Operation Profit Target• Weekly Sales Expectations – 8-10 calls per week• Update Target Account list on a weekly basis• Issue Customer quotations – 15-25 per month • New Business reported and maintained monthly.• Attend meetings and report sales activity on a weekly basis as requested.

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:

Works closely with Operations to ensure effective business implementation and Customer Service

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 1st 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.