National Account Management Representative, Ecommerce - USA

800 Hellmann Worldwide Logistics, Inc.; Miami (FL); On-site; USD 175,000 - 200,000; Full time

Benefits offered by this job

401(k) retirement plan

Health benefits

Tuition assistance

Incentive compensation

Job summary

Hellmann Worldwide Logistics in Miami seeks a results-driven Senior Ecommerce Sales Executive to manage key ecommerce accounts, grow revenue, and deliver tailored logistics solutions. You will lead cross-functional teams to align product, operations, and pricing with client objectives.

The role requires 4+ years in sales or account management, experience in logistics or ecommerce, strong negotiating skills, and CRM proficiency. Willingness to travel for client engagements is expected.

Qualifications

• Associate degree or equivalent in Business Administration, Logistics, or a related field is required.
• Bachelor's degree preferred in Business Administration, Supply Chain Management, Marketing, or related field.
• Minimum of four years in sales, account management, business development, or customer-facing roles.
• Experience selling logistics, freight forwarding, parcel, ecommerce, or supply chain solutions is preferred.
• CRM experience and pipeline management is expected.

Responsibilities

• Manage Ecommerce key accounts within an assigned portfolio and maintain strong customer relationships to promote retention, growth, and customer satisfaction.
• Develop strategic account plans and identify opportunities to expand services and increase revenue within existing Ecommerce accounts.
• Understand customer supply chain requirements, including peak season planning, order fulfillment, parcel logistics, last-mile delivery, cross-border transportation, and returns management.
• Design and present customized Ecommerce logistics solutions that address customer business objectives and operational challenges.
• Prospect, qualify, and develop new Ecommerce business opportunities through outbound sales activities, cold calling, networking, referrals, trade shows, industry events, and digital prospecting.
• Negotiate pricing, contractual agreements, and service solutions consistent with company policies and profitability goals.
• Collaborate with local and regional sales teams to identify and develop cross-selling opportunities within existing customer accounts.
• Conduct customer meetings, sales presentations, business reviews, and strategic planning sessions.
• Lead Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), and Annual Business Reviews as required.
• Partner with Product Management, Operations, Customer Service, and Pricing teams to develop competitive Ecommerce logistics solutions and proposals.
• Participate in RFQs, RFPs, tenders, and customer implementation activities.
• Maintain accurate and timely customer, pipeline, and sales activity records within the company CRM system (HISA).
• Monitor sales performance against established targets and maintain a healthy sales pipeline.
• Execute sales strategies, initiatives, and programs established by global, regional, and local sales leadership.
• Remain current on industry trends, Ecommerce market developments, competitive activity, and emerging logistics technologies.
• Ensure compliance with company policies, customer requirements, and applicable laws and regulations.
• Travel as required to support customer meetings, industry events, and business development activities.
• Perform other duties as assigned.

Skills

Account management

Sales strategy

CRM proficiency

Negotiation skills

Relationship building

Cross-functional collaboration

Analytical skills

Ecommerce logistics knowledge

Communication skills

Presentation skills

Education

Bachelor's degree in Business Administration, Supply Chain Management, Marketing, or related field

Associate degree, vocational training or equivalent experience

Tools

CRM software

Microsoft Office

Job description

ABOUT US

Ready to rock the future with us? At Hellmann we put our people at the heart of everything we do, because for us, relationship matters. Joining us does not just mean becoming part of a global company. It is an invitation to shape the future of the logistics industry together with us. Our Hellmann culture is based on our four values: Caring, Entrepreneurial, Forward-Thinking and Reliable. These values resonate with yours? Then become part of our FAMILY that consists of around 10.000 employees in more than 200 locations worldwide. For the better. "Together."

This position has a base compensation range of USD 175,000.00 to USD 200,000.00. In addition to this base compensation, you'll benefit from our competitive health and welfare programs, a 401(k) retirement savings plan, opportunities for tuition assistance, and incentive compensation for eligible positions. Salary determination considers your skills, experience, job location, internal pay equity and job architecture. Hellmann Worldwide Logistics regularly reviews our pay ranges against industry standards to ensure fairness.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Manage Ecommerce key accounts within an assigned portfolio and maintain strong customer relationships to promote retention, growth, and customer satisfaction.
• Develop strategic account plans and identify opportunities to expand services and increase revenue within existing Ecommerce accounts.
• Understand customer supply chain requirements, including peak season planning, order fulfillment, parcel logistics, last-mile delivery, cross-border transportation, and returns management.
• Design and present customized Ecommerce logistics solutions that address customer business objectives and operational challenges.
• Prospect, qualify, and develop new Ecommerce business opportunities through outbound sales activities, cold calling, networking, referrals, trade shows, industry events, and digital prospecting.
• Negotiate pricing, contractual agreements, and service solutions consistent with company policies and profitability goals.
• Collaborate with local and regional sales teams to identify and develop cross-selling opportunities within existing customer accounts.
• Conduct customer meetings, sales presentations, business reviews, and strategic planning sessions.
• Lead Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), and Annual Business Reviews as required.
• Partner with Product Management, Operations, Customer Service, and Pricing teams to develop competitive Ecommerce logistics solutions and proposals.
• Participate in RFQs, RFPs, tenders, and customer implementation activities.
• Maintain accurate and timely customer, pipeline, and sales activity records within the company CRM system (HISA).
• Monitor sales performance against established targets and maintain a healthy sales pipeline.
• Execute sales strategies, initiatives, and programs established by global, regional, and local sales leadership.
• Remain current on industry trends, Ecommerce market developments, competitive activity, and emerging logistics technologies.
• Ensure compliance with company policies, customer requirements, and applicable laws and regulations.
• Travel as required to support customer meetings, industry events, and business development activities.
• Perform other duties as assigned.

SUPERVISORY RESPONSIBILITIES

This position does not have direct supervisory responsibilities.

QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and abilities required. Reasonable accommodation may be made to enable qualified individuals with disabilities to perform the essential functions.

EDUCATION AND EXPERIENCE

• Associate degree, vocational training, apprenticeship, or equivalent experience in Business Administration, Logistics, Supply Chain, Sales, Marketing, or a related field required.
• Bachelor's degree in Business Administration, Supply Chain Management, Marketing, or related field preferred.
• Minimum of four (4) years of sales, account management, business development, or customer-facing experience.
• Experience selling logistics, transportation, freight forwarding, parcel, fulfillment, Ecommerce, or supply chain solutions preferred.
• Demonstrated success in new business acquisition and account growth.
• Experience with CRM systems and pipeline management.
• Freight forwarding and international logistics experience preferred.
• Experience supporting Ecommerce, online retail, marketplace, direct-to-consumer (DTC), parcel, fulfillment, or cross-border logistics solutions preferred.

KNOWLEDGE, SKILLS & ATTRIBUTES

• Customer-focused with a commitment to delivering exceptional service.
• Strong business acumen and commercial awareness.
• Proven hunting and farming sales mentality.
• Ability to identify business opportunities and develop strategic customer solutions.
• Knowledge of Ecommerce, online retail, marketplace operations, fulfillment, parcel distribution, returns management, and cross-border logistics.
• Strong communication, negotiation, presentation, and relationship-building skills.
• Results-oriented with a demonstrated ability to meet or exceed sales targets.
• Solution-oriented problem-solving skills.
• Entrepreneurial mindset with a proactive approach to business development.
• Digital affinity and comfort utilizing CRM, sales tools, and technology platforms.
• Strong organizational and time-management skills.
• Ability to work independently and collaboratively in a team environment.
• Adaptable and responsive in a fast-paced business environment.
• Proficient in Microsoft Office Suite, including Word, Excel, Outlook, and PowerPoint.
• Proficient in CRM systems and sales reporting tools.
• Strong analytical and financial skills related to pricing and profitability analysis.
• Embodies Hellmann values of Care & Connect, Responsibility & Reliability, Innovation & Change, Personal Development, and Empowering Others.

PHYSICAL DEMANDS

Frequently required to stand, and walk. Regularly required to sit for extended periods. Regularly uses arms to reach, hands and fingers for computer and phone use. Speaking clearly and listening for heavy phone contact. Requires close-up and computer screen distance vision ability. Requires occasional overnight travel.

WORK ENVIRONMENT

The work environment characteristics are similar of those of an office setting with various office equipment. Inclusion and social diversity are firmly anchored values in our corporate culture. Regardless of gender, age, any disabilities, religion, ethnic origin or sexual identity: We are looking forward to meeting you! You will find a diverse and inclusive culture, where you are embraced and respected for who you are. We want you to feel valued, supported, and inspired.