Director National Accounts

About Us

Matson Logistics is a leading provider of multimodal transportation, warehousing, and distribution services throughout North America. Known for our innovative solutions and financial strength and stability, Matson Logistics' people, processes and systems work together to deliver superior performance and value to our customers every day. Click here to learn more about us! 

About the Role 

The Director National Accounts is responsible for generating revenue through the performance of domestic intermodal and highway brokerage services by Matson Logistics, Inc., resulting in favorable profit margins by performing the following duties. 

What you’ll do: 

• Call on existing and prospective customer accounts for the purpose of securing new, or preserving existing, business resulting in Matson Logistics performing of domestic intermodal and highway brokerage services.
• Create and cultivate relationships with existing, new, and prospective customers to generate business, which results in the realization of positive gross margins for Matson Logistics.
• Identify new business prospects and establish goals and objectives for obtaining invitations for Matson Logistics to bid on business and secure work.
• Engage in activities intended to increase Matson Logistics market share, work volumes, and corresponding margins.
• Conduct sales presentations before existing, new, and prospective clients for the purpose of securing new, or retaining existing, business.
• Utilize industry network and personal contacts to entice organizations to utilize Matson Logistics intermodal and highway services.
• Work effectively with internal teams to create customized transportation solutions for customers.
• Work with new and existing clients to develop and implement intermodal and highway requirement solutions on a national accounts level.
• Comply with all company rules, policies, and procedures. Work and behave safely by following all safety rules and regulations.
• Perform any task required to support customer requirements and company goals.

Other Accountabilities/Characteristics of National Accounts:

• Potential for 500 or more loads of combined intermodal and highway moves per year.
• Centralized decision-making concerning shipments.
• A sophisticated Transportation/Procurement Department that is well-versed in intermodal and highway transportation.
• Equipped with multiple shipping and/or receiving facilities, requiring periodic visitation / consultation from sales and / or operating staff to ensure customer satisfaction.
• Ship’s trailer-load quantities of commodities suitable for intermodal and brokered highway transport.
• Freight is prepaid by the shipper and the shipper accepts responsibility for accessorial charges, including those incurred at destination.
• Strong credit history: invoices are paid in a timely manner.
• EDI capabilities for load tendering, freight invoicing, and payment.
• Long-term strategic relationships versus simply a “transactional” approach. 

You have these skills:

• Self-motivated - Work effectively with internal teams and create customized transportation solutions for our customers.
• Analytical – Collect and research data; Use intuition and experience to complement data; Design workflows and procedures.
• Design – Generate creative solutions; Use feedback to modify designs; Demonstrate attention to detail.
• Problem Solving - Identify and resolve problems in a timely manner; Gather and analyze information skillfully; Develop alternative solutions; Work well in group problem solving situations; Use reason even when dealing with emotional topics.
• Project Management – The ability to develop project plans; Coordinate projects; Complete projects on time and budget.
• Technical Skills - Strive to continuously build knowledge and skills, share expertise with others.
• Customer Service - Manage difficult or emotional customer situations; Respond promptly to customer needs; Solicit customer feedback to improve service; Respond to requests for service and assistance; Meet commitments.
• Interpersonal Skills - Focus on solving conflict, not blaming; Maintain confidentiality; Listen to others without interrupting; Keep emotions under control; Remain open to others' ideas and willing to try new things.
• Oral Communication – The ability to speak clearly and persuasively in positive or negative situations; Listen and get clarification; Respond well to questions; Demonstrate group presentation skills; Participate in meetings.
• Written Communication - Write clearly and informatively; Edit work for spelling and grammar; Vary writing style to meet needs; Present numerical data effectively; Able to read and interpret written information.
• Teamwork - Exhibit objectivity and openness to others' views; Give and welcome feedback; Contribute to building a positive team spirit; Support everyone's efforts to succeed.
• Visionary Leadership - Display passion and optimism; Inspire respect and trust; Mobilize others to fulfill the vision; Provide vision and inspiration to peers and subordinates.
• Change Management - Communicate changes effectively; Build commitment and overcome resistance; Monitor transition and evaluate results.
• Quality Management – Look for ways to improve and promote quality; Demonstrate accuracy and thoroughness.
• Business Acumen - Understand business implications of decisions; Display orientation to profitability; Demonstrate knowledge of market and competition; Align work with strategic goals.
• Cost Consciousness - Work within approved budget; Contribute to profits and revenue; Develop and implement cost saving measures; Conserve organizational resources.
• Diversity - Show respect and sensitivity for cultural differences.
• Ethics - Treat people with respect; Keep commitments; Work with integrity and ethically; Uphold organizational values.
• Organizational Support - Follow policies and procedures, support organization's goals and values.
• Strategic Thinking - Develop strategies to achieve organizational goals; Understand organization's strengths & weaknesses; Analyze market and competition; Identify external threats and opportunities; Adapt strategy to changing conditions.
• Judgment - Display willingness to make decisions; Exhibit sound and accurate judgment; Include appropriate people in decision-making process; Make timely decisions.
• Professionalism - Approach others in a tactful manner; React well under pressure; Treat others with respect and consideration regardless of their status or position; Accept responsibility for own actions; Follow through on commitments.
• Quality - Demonstrate accuracy and thoroughness; Look for ways to improve and promote quality; Monitor own work to ensure quality.
• Attendance/Punctuality - Ensure work responsibilities are covered when absent.
• Dependability - Responsible for own actions; Keeps commitments; Committed to long hours of work when necessary to reach goals.
• Innovation - Display original thinking and creativity; Meet challenges with resourcefulness; Generate suggestions for improving work; Develop innovative approach and ideas; Present ideas and information in a manner that gets others' attention. 

And these qualifications: 

• Bachelor's degree from four-year college or university in Business, Marketing, Transportation, or related field and five (5) or more years of transportation sales experience required; ten (10) or more years of transportation sales experience (preferably intermodal or related) may be substituted for degree; or equivalent combination of education, training, and experience.
• Proven track record of successful transportation sales, preferably domestic intermodal and/or highway/trucking experience working with businesses on a national accounts level that move 500 or more intermodal and/or highway loads per year.
• Ability and willingness to travel on a regular basis, as needed.
• Ability to utilize all necessary forms of available information technology, including Internet, Microsoft Office, and PowerPoint to maximize effectiveness of national sales efforts. 

The annual salary range for this position is $60,000 - $100,000. The salary offered will depend upon qualifications and other operational considerations.

Matson offers medical, dental, and vision insurance benefits as well as a wide variety of other benefits to employees and their families. These benefits options include life insurance, supplemental life insurance, paid leaves of absence, and long-term disability insurance, as well as more specialized benefits such as emergency childcare, death and dismemberment insurance, prepaid legal services, and adoption assistance. Matson offers a 401k with employer matching and profit sharing, along with 10 paid holidays, 5 sick days and a tiered PTO plan. More information on our benefits can be found here. 

At Matson Logistics, we're looking for people to build a unified team to maintain our values of trust, integrity, and reliability. We welcome diverse perspectives and people who think rigorously and thoughtfully challenge assumptions. 

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