Account Executive

About the role

HMM is seeking a motivated and results-driven Account Executive to join our Los Angeles team. This outside sales role focuses on building and maintaining strong business relationships with clients, particularly in the Transpacific and Transatlantic export trade lanes. The ideal candidate will secure new business opportunities, manage client inquiries, and meet sales targets.

Responsibilities

• Drive New Business Growth: Identify and pursue new business opportunities within the designated geography, focusing on securing business for the Transpacific and Transatlantic export trade lanes.
• Build and Maintain Client Relationships: Develop and strengthen business relationships with both existing clients and prospective customers to increase customer retention and expand the client base.
• Negotiate Contracts and Rates: Negotiate competitive contracts and pricing with clients to meet their transportation needs while achieving company goals and profitability.
• Problem-Solving and Account Management: Handle day-to-day client inquiries, resolve issues, and ensure smooth, timely delivery of transportation services.
• Meet Sales Targets and KPIs: Work towards achieving weekly sales targets and Key Performance Indicators (KPIs) set by regional management, ensuring measurable business growth.
• Market and Account Reporting: Regularly report on market trends, account activity, and progress toward sales goals to the Sales Manager, either weekly or as required.
• Pursue Past Due Accounts: Follow up with clients on past-due accounts to ensure timely payments and maintain healthy cash flow.
• Collaborate with Internal Teams: Coordinate with internal teams, including operations and pricing departments, to ensure a seamless customer experience and service delivery.
• Stay Updated on Industry Trends: Continuously stay informed about industry changes, transportation market trends, and competitor activities to better serve clients and stay ahead of market demands.

Requirements

Required Skills & Experience:

• A Bachelor’s degree in Business Administration, Sales, Marketing, or a related field is preferred, although equivalent experience in a similar role may be considered.
• Experience Must demonstrate at least +3 years of successful sales history within the transportation and logistics industry, specifically with ocean carriers, global logistics providers, or international trade companies highly desired.
• Experience in the transportation or logistics industry is highly desired.
• Essential Skills: Exceptional interpersonal skills with experience in building and maintaining business relationships with clients, as well as collaborating closely with internal teams like operations and management. Experience in conducting market research to identify new opportunities and trends, and a proven ability to develop a growth strategy focused on profitability and financial gain. Ability to forecast and measure sales performance, utilizing KPIs to drive results and improve win probability. Experience with client follow-up to ensure exceptional service delivery and a high level of customer satisfaction. Proven ability to negotiate contracts and services with clients to close deals that align with the company’s business objectives. Experience in managing a sales pipeline and maintaining accurate customer databases, ensuring consistent tracking and reporting of sales activities and KPIs. Ability to work cross-functionally with teams such as Pricing, Operations, and Management to ensure smooth execution of deals and identify areas for improvement within the customer base. Strong problem-solving skills and the ability to adapt to changing market conditions, customer needs, and business priorities.

Qualifications

Education Required: A Bachelor’s degree in Business Administration, Sales, Marketing, or a related field is preferred, although equivalent experience in a similar role may be considered.