Account Manager

Company Name: T. Parker Host
Location: USA

Title: Account Manager

Status: Full-time, Exempt

Company: Host Terminals, LLC

Reports To: Chief Commercial Officer

Supervises: N/A

Location: Host Terminals – Norfolk, VA

Host stevedoring services started in 1925 and have continued to grow ever since. Our teams handle nearly 22M tons of dry bulk annually, along with more than 1,000 vessels, 1,100 yachts, 150 breakbulk vessels, 14,600 rail cars and 8M barrels of liquid bulk and containers. Our terminal operations leverage employee teams that take on unique challenges in diverse environments, while adding value and providing REAL solutions for our customers. As stevedores, Host handles the heavy lifting for our worldwide customer base.

Position Summary: The Account Manager develops relationships to grow revenue with existing and new accounts. The Account Manager is the direct link between our customer and Host operations staff. The successful candidate will be able to identify opportunities and leverage Host’s capabilities as a premier solutions provider to further solidify our brand while continue to grow our customer/client base.

The Person: The successful candidate will have the following behaviors and demonstrate the competencies below.

Core Principles: All team members must demonstrate an ability to adhere and understand the core principles of the company. This team member must be able to provide value and depth to the Core Principles of Host.

• Our people are our greatest assets.
• Their safety is our top priority.
• We provide exceptional service.
• We believe every relationship is important.
• We are detectives, understanding all activities within our markets.
• We know today's opportunities are tomorrow's growth.
• We conduct all business with integrity.
• We build on our legacy.
  
  

Position Specific Behaviors:

• Team player
• Makes decisions and executes quickly
• Honesty and integrity
• Adaptable and flexible
• Collaborative- works well with others
• Excels in high growth, entrepreneurial and meritocratic environment
• Comfortable with ambiguity
• Strong intellectual curiosity
• Thrives in a pressurized work environment
  
  

Demonstrated Competencies to be Successful at Host

• Self- starter
• Problem solving
• Communication
• Customer Focus
• Accountability
• Executing both short-term plans and long-term plans tied to vision and “big picture” goals
  
  

Essential Responsibilities and Duties:

Account Management:

• Build and maintain relationships with customers.
• Be the conduit between Operations and Commercial for assigned accounts.
• Contract Management:
  
  
  • Ensure that the proper contract templates are used and executed, and that the contracts are followed and understood by Operations and Accounting.
  • Perform quarterly and annual audits on (fuel) escalations and rates, including quarterly spot checks of invoices.
  • Be the lead in contract renewal processes.
    
• Collect Accounts Receivables for assigned accounts when past due collections are passed from accounting to commercial.
• Have frequent customer meetings and calls, with prepared agenda or topics; report internally following customer interactions, with actionable follow up items.
  
  

Sales:

• Utilize the Relationship, Research, Options, Solutions concept within the commercial strategies to identify and develop new opportunities.
• Follow the Commercial Process as outlined in below while utilizing the available systems.
• Be the Sales Lead through the Commercial Process from opportunity submittal through contract execution implementation.
• Frequent prospect meetings and calls, with prepared agenda and presentation; report internally following interactions with prospects, with actionable follow up items.
  
  

Commercial Process:

• Develop sales lead based on corporate defined commercial strategies.
• Generate the sales opportunity and submit the opportunity to NetSuite.
• Maintain the sales opportunity record.
• Clarify the uncertainty of the sales opportunity.
• Opportunity due diligence, including the transportation rates, market rates, logistical alternatives.
• Draft proposal for approval, utilizing standard formats.
• Send the approved proposal and Terms and Conditions to the customer.
• Negotiate with the customer and close the transaction.
  
  

General:

• Attend conferences, local maritime events and customer events to broaden and strengthen company relationships with stakeholders.
  
  

Education, Knowledge, Experience, Skills and Abilities Required:

• Minimum 3-5 years of experience in operations management or a commercial capacity within the transportation industry.
• Innovative and creative self-starter, with the ability to devise solutions to complex problems, and to implement those solutions hands-on.
• Flexibility and the ability to thrive in a fast-paced, entrepreneurial culture, and comfortable operating in a limited-resource environment.
• Self-motivated with strong organizational and communication skills, excellent interpersonal, presentation and negotiation skills.
• Bachelor’s degree required; master’s degree in business management or related field preferred.
  
  

Physical Requirements:

• Travel 25-40%
• Position located in Norfolk, VA or Fort Lauderdale, FL
  

• Seniority level

  Entry level

• Employment type

  Contract

• Job function

  SalesBusiness Development

• Industries

  ConstructionOil & EnergyFinancial Services