District Sales & Customer Retention and Development Manager

We take care of our employees, and they take care of our customers!

Become a member of a global community! The international logistics industry is an integral piece of the global trade puzzle; we make the world go round. Global supply chain management is what we do, and at the heart of Expeditors you will find professionalism, leadership, and a friendly environment, all of which foster an innovative, customer service-based approach to logistics. Expeditors is a global logistics company headquartered in Seattle, Washington. As a Fortune 500 company, we employ over 19,000 trained professionals in a worldwide network of over 350+ locations across six continents. Expeditors satisfies the increasingly sophisticated needs of international trade through customized solutions and seamless, integrated information systems.

Our Mission

We recruit, train, and retain the very best logistics and technical experts the world over. We love to promote from within - more than 50 percent of our employees have been at Expeditors for five years or more. Our high retention rate is influenced by a unique compensation program for positions that are more than just jobs - they're chances to grow, do what you love and build a career with us!

Scope of Position

The District Sales & CRDM Manager leads our District Sales and Account Management Programs. Through the development of our District Sales and Account Management teams,  ensures a consistent and effective District Sales & Account Management Program inside every one of our global offices. This role is responsible for supporting the growth of each product and service within the district as well as driving collaboration with the global network.

The District Sales & Customer Retention and Development Manager is responsible for recruiting and developing sales executives and account managers both at entry and senior level positions in addition to maintaining an on-going pipeline of candidates. Through leading a vibrant District Sales & Account Management team,  maintain the momentum of retention and Sales consistency which results in steady and ever-increasing revenue and market share growth for the district and the company. This position reports to the District Manager and Regional Sales Leader.

Key Deliverables

These are the three primary areas of focus for this role. The minimum results expected from a successful Manager are presented below by area. In addition to these, this role will be required to take on additional assignments as required to support company needs.

Lead the Sales Program

• Create and maintain the vision and strategy for the District Sales Program
• Assess market trends and communicate them to the District and Regional leadership teams
• Maintain an effective Marketing approach aligned with our branding guidelines, to include consistent customer proposals and communication, as well as hosting regular customer events
• Work with district and regional Product and Geo leaders to facilitate development of any product initiatives

 Manage & Develop the Sales Department

• Actively engage in closing large opportunities with the Sales executive team
• Secure sufficient Sales personnel to effectively engage the district's customer base. Continually recruit and interview to find new potential candidates.
• Create and manage the Sales Department budget
• Facilitate weekly Sales meetings for Sales, Product, and Geo communication and collaboration
• Review and coach Sales team towards expectations
• Ensure that the team is prepared to successfully transition all new business
• Create and manage career development plans for Sales Operations and Sales Executives
• Conduct weekly one-on-one discussions, monthly pipeline review and quarterly performance reviews

Account Management Program

• Build a District Retention Program that includes coverage for all existing customers in our District
• Assist Product managers in developing product level retention programs
• Facilitate monthly branch retention meetings
• Build and protect consistency in our branch and service offerings
• Measure and analyze customer revenue trends and proactively communicate these
• Ensure minimum call counts and reviews are completed per district goals
• Ensure incremental improvements are made on building stronger customer relationships
• Grow revenue across multiple product and geographies

To be the most effective in this position we are looking for the following skills and experience:

• Strong oral communication, written communication and analytical skills
• Strong presentation skills
• Proficient in Microsoft Suite (e.g. Outlook, Word, Excel , PowerPoint)
• Minimum four years Expeditors / industry experience
• Ability to perform and meet KPI requirements
• Contract negotiations experience
• Management skills to organize and coach a team
• Demonstrated customer service skills and proven interpersonal skills
• Effective at delegating
• Charismatic with an ability to connect
• Ability to understand local market and key industries present in the local market

Expeditors offers excellent benefits package