SummaryResponsible for leading strategic sales initiatives and expanding non-affiliate freight forwarding and logistics business throughout the Western Region. This position develops regional sales strategies, manages key customer relationships, leads complex RFQs and strategic pursuits, and supports organizational growth initiatives. Senior Manager serves as a senior commercial resource responsible for driving revenue growth, mentoring sales personnel, coordinating cross-functional customer solutions, and strengthening GLOVIS' presence within target industries and strategic accounts.
Responsibilities- Strategic Business Development
- Lead acquisition of strategic customers throughout all territories in the U.S.
- Drive regional growth initiatives and market penetration activities.
- Develop sales strategies for target industries and key accounts.
- Strategic Client Management
- Serve as executive sponsor for strategic customer relationships.
- Develop long-term account growth plans.
- Increase share of wallet across service offerings.
- RFQ / RFP Management
- Lead large RFQ/RFP opportunities.
- Coordinate support from Pricing, Procurement, Operations, and executive leadership.
- Develop competitive commercial strategies.
- Sales Leadership & Coaching
- Support mentoring and development of regional sales personnel.
- Share best practices and support sales process execution.
- Assist with sales recruiting and organizational growth initiatives.
- Executive Customer Engagement
- Conduct executive-level meetings and strategic customer reviews.
- Represent GLOVIS during customer negotiations and industry events.
- Support resolution of significant commercial matters.
Additional Responsibilities
- Support annual business planning and forecasting.
- Develop target account and industry strategies.
- Reporting & Performance Analysis
- Review sales performance and pipeline health.
- Provide market intelligence and business recommendations.
- Cross-Functional Collaboration
- Coordinate with Operations, Pricing, Procurement, Finance, and other related departments.
- Participate in strategic initiatives and special projects.
- Support onboarding and training of sales personnel.
- Assist with succession planning and organizational development.
- Participate in trade associations and industry events (TPM).
- Promote GLOVIS capabilities and market presence.
Compensation Range$118,500 - $134,000 per year (Subject to Compensation Study Upon Candidate Selection)
Benefits of working at GLOVIS America Inc.- Medical Insurance
- Vision Insurance
- Dental Insurance
- Health Care & Dependent Care Flexible Spending Accounts (FSA)
- Basic Life and AD&D as well as Short-Term & Long-Term Disability
- Paid Vacation, Holidays, and Sick leave
- Hospital and Critical Illness Insurance
- Wellness Program and Gym Reimbursement*
- 401(k) with Generous Matching
- Referral Bonuses*
- Auto Allowance*
- Quarterly Employee Lunches, Summer Refreshments, and Monthly Team Building Activities*
- Discretionary Bonuses*
- Tuition Reimbursement*
*Benefits may vary by location. All benefits pursuant to Company policy
Skills- Strong knowledge of freight forwarding, supply chain, and logistics services.
- Demonstrated success in strategic business development and customer acquisition.
- Experience leading RFQ/RFP opportunities and complex sales pursuits.
- Executive-level communication, negotiation, and relationship management skills.
- Strong commercial and financial acumen.
- Leadership and coaching capabilities.
- Existing network of strategic customers within the West Region.
- Experience working in multinational logistics organizations
Education & ExperienceRequired Qualifications
- Bachelor's Degree
- 8 years of Freight Forwarding Operations (Ocean, Air, Drayage) Transportation Management (OTR, Intermodal) experience
Preferred Qualifications
- 15+ years of Freight Forwarding Operations (Ocean, Air, Drayage) Transportation Management (OTR, Intermodal) experience
- Certified Supply Chain Professional (CSCP)
Physical Requirements- Ability to sit in front of a desk and/or in front of the computer for long periods
- Repetitive use of hand/grasping product, writing, and typing
- Stand/walk
- Carry/lift up to 20 pounds
Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of this job.
Working and Environmental Conditions The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.
- Typical office environment with low-level noise exposure
- This position will be located in Irvine, CA
The above statements are intended to describe the general nature of work performed by employees assigned to this position. They are not intended to be a complete list of all job duties performed by persons in the position. GLOVIS America reserves the right to revise or amend duties at any time as the needs of the company and requirements of the job change.
