Job Description

Description

About Us Matson has been the leading ocean shipping and logistics provider throughout the Pacific since 1882. We are the supply chain lifeline for Hawaii, Alaska, Guam, and islands of the South Pacific. We also offer the top two ocean shipping services in the world’s largest trade lane - Asia to the U.S. West Coast. With our subsidiaries Matson Terminals and Matson Logistics, our business focus is exceeding customer expectations with quality, reliability, and integrity. We strive to operate in an environmentally sustainable manner and promote land-based environmental programs in Hawaii, Guam, and Alaska. We help improve the communities in which we work and live through our community giving program that annually supports hundreds of local organizations. And we work to improve diversity, equity and inclusion in our company, communities and industry through an active social equity program. Matson is a great place to work, and everyone who works with us becomes part of the Matson ohana or family. Join our team and help us move freight better than anyone. Learn more at matson.com. About The Role The Account Executive 2 position acts as Matson Navigation’s primary liaison to import and export client sales accounts. Targets, solicits, negotiates, and maintains business consistent with the departmental goals. Those goals include, but are not limited to revenue, volume, service, origin/destination, equipment, and cargo. Continues market information gathering and networking in order to ensure opportunities can be taken advantage of as needed with minimal delay. Consistent reporting is required. Works well within a team environment and across departmental lines. What you’ll do: • Identify and target westbound and eastbound accounts consistent with management direction, individual and departmental goals. • Solicitation of business that results in obtaining that business at the best possible revenue for the company. • Maintaining accounts through relationship, reliability, and service to the customer • Respond to and resolve customer inquiries and concerns as appropriate. • Report customer issues to other Matson organizations and groups and provide follow-up to ensure a satisfactory resolution for the customer. Acts as liaison between customer and other internal departments where necessary to resolve issues. • Continuous canvassing of market for new contacts and business opportunities • Communicate significant trends, rate changes and policies to assigned accounts. • Learn and understand territory to identify and establish business contacts with potential customers, identify opportunities for growth. • Create reports of activity and recommendations as requested for Matson leadership. Regular reports may include quarterly monthly and weekly incident reports and sales call planning reports. Receives reports of price quotes and bookings from customer service and follow up with customers as appropriate. • Meet or exceed annual goals established between Sales Manager - Guam & Micronesia and Account Executive based on the current Operating Plan. • Manage business meals and entertainment in accordance with established guidelines. • Research and analyze competitive and industry trends (e.g., analyze sales statistics, prepare reports, study literature regarding new and existing services and monitor competitive activity). • Active participation in Trade associations/Industry groups in your assigned account base as deemed by management. In addition to those essential job functions identified above, individuals in this position are also responsible for performing other duties or tasks that may be assigned. The Company retains the discretion to add to or change the essential job functions of this position at any time. You have these skills: • Proficient computer skills including Microsoft Suite - Outlook, Excel, Word, etc. • Ability to master internal software programs to enhance work capabilities. • Excellent communication skills, both written and verbal. • High level presentation skills, intensive experience making customer presentations. • Ability to build rapport and trust with customers. • Demonstrated follow-through and detail orientation. • Demonstrated negotiation skills. • In-depth knowledge of Matson’s businesses, services, and competitive strategies. • Travel - CNMI, US Mainland, FSM, RMI, Palau, South Pacific • Ability to work varied hours, including but not limited to evenings, weekends, and holidays, as needed to support customer relationships/solicitation of business. • Must be able to obtain and maintain a TWIC card. And these qualifications: • Bachelor’s degree or equivalent work experience. • 5-7 years of sales experience with a heavy emphasis on customer relationship management. • Experience managing specialized accounts, such as major accounts or reefers. • Must have and maintain a valid driver’s license. Physical Requirements: • Sitting up to 50 minutes per hour • Walking up to 50 minutes per hour • Standing up to 50 minutes per hour • Lifting 40 lbs. • Ability to work varied hours (e.g. evenings, weekends, and holidays) as needed to support customer relationships/solicitation of business. At Matson, 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. #MI