Senior Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify and secure new importer accounts.

• Develop a sales pipeline through existing connections, targeted outreach, referrals, and industry channels.

• Manage the entire sales process from initial conversation to signed contract and first booking.

• Assess prospects based on annual container volume, key lanes, existing forwarder relationships, decision-making processes, and factors driving change.

• Progress deals through established stages with defined next steps and shared timelines.

• Keep the CRM updated and maintain a reliable sales forecast.

• Recognize failures of incumbent forwarders, including issues such as lack of visibility, unreliable transit, unpredictable pricing, insufficient origin support, or inadequate account management.

• Collaborate with the ocean contracts and pricing team to secure competitive rates and create profitable proposals.

• Project volume by account and lane for supply and operations planning purposes.

• Transition closed accounts to the account management and operations teams.

• Monitor market conditions and incorporate rate, capacity, carrier alliance, surcharge, and regulatory changes into sales discussions.

⛳️ Requirements

• Proven history of securing new business in ocean freight forwarding, NVOCC, or 3PL sales.

• Experience in achieving and exceeding new business quotas.

• Active network of importer contacts.

• In-depth knowledge of ocean freight, including lanes, transit times, contract versus spot rates, MQC commitments, and total landed cost.

• Established sales process and disciplined pipeline management.

• Capability to sell technology-driven services.

• Proficiency in demonstrating the platform and articulating the value of data to importers.

• Self-motivated in a fully remote, small-team setting.

• Experience managing annual container volumes ranging from 100 to 2,000 TEU.

• Competence in discussing rate fluctuations, capacity, changes in carrier alliances, GRIs, peak season surcharges, and regulatory updates.

🏝️ Benefits

• Generous vacation and sick leave.

• Health insurance premiums covered for you and your dependents.

• 401(k) plan with matching contributions.

• Additional perks.