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A CUSTOMS BROKERAGE JOB DESCRIPTION JOB TITLE: SALES ACCOUNT EXECUTIVE

Department: Sales and Marketing Reports To: Vice-President of Sales and Marketing FLSA Status: Exempt

Prepared Date: August 2017 Prepared by: Human Resources

Summary/Objective Sales and promotion of the company and services our company offers including Customs Brokerage, Freight Forwarding (Import/Export), Trans loads, Warehousing Distribution and Fulfillment, Trucking (LCL, FCL, Drayage).

Upon starting with A Customs Brokerage, you will be enrolled in training to jumpstart your knowledge of our company and our industry, help you excel in our culture, ensure your proficiency in our systems and processes. The training will be a mix of activities, including instructor led classes, self-guided learning, as well as in-office coaching and mentoring. We want you to be more than a crucial element to our clients and carriers. We want you to be a high-performing member of our team and your success is important to us!

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Essential Duties and Accountabilities include the following. Other duties and projects may be assigned.

15% • Value Client Development; evaluates, strategizes and finds opportunities (services and volume) to build on existing relationships.

15% • Recruits New Target Clients; provide concierge experience. Uses creative and innovative techniques to open new doors, relationships and opportunities. Use the tools provided by our company to perform the required due diligence to create an environment of success with our target audience.

10% • Brand Ambassador; collaborate on branding and collateral development to further advance goals aligned with our company strategy and objectives. Attend company aligned (target audience) networking events.

10% • Secure in Person Meetings with Target Clients; make personal presentations resulting in securing of new clients.

10% • Develop and Build on Personal Relationship and Partner Organizations (clients’ and chambers); aligned to company goals and objectives.

5% • Conduct Outreach and Collaborate on Sales Campaigns to/with organizations (clients’ and chambers); result in an amplification of A Customs Brokerage presence among target audiences.

5% • Client Centric; values the importance of customer service with our team and clients. Engages our team and clients by properly communicating our process, obtaining the completed required onboarding forms, completing the client profile, explain credit policy, onboarding our clients properly, scheduling and follow through with the meetings to communicate clients’ expectations.

5% • Travel; create real opportunities to have in-person contact with existing and targeted clients. 5% • Tradeshows; prepare, budget, market, schedule, attend and follow up appropriately. 5% • Proposal; prepare logistics solutions by communicating our history, experience, team expertise and

customized proposal. Use company’s resources to get familiar with clients, target accounts. Understand clients’ trends, volume, trade lanes and rates.

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5% • Engage Our Clients and Target Audience; engage using the available tools such as the CRM (Customer Relationship Management). Perform routine visits, follow up with our team to obtain updates and feedback on service provided and new opportunities.

5% • Budget; works with clients to develop annual budget for operations and meetings expense. Works with Finance Department and Vice President of Sales and Marketing to ensure timely create financials are completed and reported.

3% • Investment; prepares timely reports of business transactions and keeps expense accounts up to date. 1% • Contribution; provides input to the leadership team on new product or service opportunities to be

delivered to exceed client and target audience expectations. 1% • Client and A Customs Brokerage Goals and Objectives; providing direction and leadership toward the

achievement of our mission, unique value proposition, strategy, and meeting both our clients’ and A Customs Brokerage annual goals and objectives. Always assuring a “win-win” environment.

100%

Non-Essential Duties and Accountabilities include the following. Other duties may be assigned.

• Guidance; provide guidance internally and externally on day to day operations and activities • Volunteer; take on special projects that further the achievement of our company mission.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Competencies To perform the job successfully, an individual should demonstrate the following competencies: Customer Service Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments. Provides service beyond expectation as per company philosophy and training! Analytical Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs work flows and procedures. Design and Thoroughness Demonstrates attention to detail. Problem Solving Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics. Technical Skills Pursues training and development opportunities; Strives to continuously build knowledge and skills. Interpersonal Skills Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things. Oral Communication

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Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings. Written Communication Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information. Teamwork Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed. Visionary Leadership Inspires respect and trust. Business Acumen Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals. Cost Consciousness Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources. Ethics Treats people with respect; Keeps commitments; Works with integrity and ethically; Upholds organizational values. Organizational Support Follows policies and procedures; Completes administrative tasks correctly and on time; supports organization's goals and values. Goal Directedness The ability to stay on target regardless of circumstances; the ability to stay focused on the task at hand. Sales Goals Respects and achieves sales plan goals, strives to maintain quota Sales Skills Understands marketplace, works to meet prospect/customer needs, effective closing technique. Sense of Urgency Meets deadlines, establishes appropriate priority, gets the job done in a timely manner Strategic Thought Works to establish and articulate vision, shows creativity when defining solutions Judgment Displays willingness to make decisions; Exhibits sound and accurate judgment; Supports and explains reasoning for decisions; Includes appropriate people in decision-making process; Makes timely decisions.

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Motivation Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals. Planning/Organizing Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans. Professionalism Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments. Quality Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality. Quantity Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly. Adaptability Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events. Attendance/Punctuality Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time. Dependability Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals. Completes tasks on time or notifies appropriate person with an alternate plan. Initiative Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities. Language Skills Ability to read and comprehend simple instructions, short correspondence, and memos. Ability to write simple correspondence. Ability to effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization. Mathematical Skills Ability to add, subtract, multiply, and divide in all units of measure, using whole numbers, common fractions, and decimals. Ability to compute rate, ratio, and percent and to draw and interpret bar graphs. Supervisory Responsibility

• This position has no supervisory responsibilities.

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Physical Demands The physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

• While performing the duties of this job, the employee is regularly required to sit for prolonged periods of time, including as driver or passenger in automobile.

• Ability to move around, hold meetings and visit prospects and clients. Ability to lift, carry and transport work-related materials that frequently weight up to 10 pounds.

• The employee frequently is required to communicate (talk), detect (hear), express oneself. The person in this position frequently communicates with internal, external clients and vendors. Must be able to exchange accurate information in these situations.

• The employee occasionally is required to stand; walk, move inside the office, reach with hands and arms to access file, cabinets, office machinery.

• Use hands/fingers to handle or feel. This person constantly operates a computer, computer keyboard, telephone for a prolonged period of time as well as other office productivity machinery, such as a calculator, copy machine, and computer, printer.

• The employee must occasionally lift and/or move up to 10 pounds. • Specific vision abilities required by this job include close vision, color vision, depth perception, and ability to adjust

focus. • Vision abilities required to maintain driver’s license • Works in a fast-paced environment within deadlines that are competing and unpredictable.

Safety Requirements • Report safety hazards • Immediately report incidents involving injury, illness, or property damage • Wear protective PPE (Personal Protective Equipment) as instructed or necessary • Comply with all company safety policies, procedures, and rules • Refuse any unsafe task or operation • Participate in safety meetings and training • Be constantly aware of their personal safety and that of their coworkers

Work Environment The work environment characteristics described here are representative of those a Business Development Manager encounters while performing the essential functions of this job.

• This job operates in a professional office environment, clerical, office setting and traveling to and from business. • This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and

fax machines. • The noise level in the work environment is usually busy with phones and other working personnel.

Position Type and Hours of Work This is a full-time position, and typical work hours are Monday through Friday 8:00 a.m. to 5:00 p.m.

Travel The Sales Account Executive travels throughout assigned territory to call on regular and prospective clients, to solicit orders, and follow up with them. Average time in the field is 60%.

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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, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Project Leadership: experience in planning, leading, and managing development projects, including coordinating with peers to achieve desired outcomes, and tracking and reporting on progress to senior managers.

• Influencing: gets others to accept ideas by using convincing arguments, creates a win-win situation and responds appropriately to key stakeholders.

• Collaboration: effective at working with others to reach common goals and objectives. • Relationship Building: skilled at establishing and cultivating strong relationships with peers, across different levels

of the organization and externally. • CRM (Customer Relationship Management): experience required and understand the importance of using this

tool during the sales process. Required Education and Experience

• Bachelor's degree (B. A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience.

• Industry knowledge and experience as to forwarding, customs brokerage, logistics, trucking and distribution are necessary to conduct proper sales.

• Experience developing and executing department goals and objectives • Management of multiple accounts • Hands-on experience with pricing and quotes • Experience preparing sales campaigns, flyers, direct. • Ability to communicate (read and write) effectively in a business environment in English and Spanish.

Preferred Education and Experience

• One (1) year of prior experience in rate quotations within the NVOCC Transportation industry and/or Freight Forwarding industry.

• Freight forwarding experience and market exposure to international pricing of airfreight and ocean freight will be beneficial.

Additional Eligibility Qualifications None for this position.

Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Signatures This job description has been approved by all levels of management:

Manager____________________________________________________

HR_________________________________________________________

Employee signature below constitutes employee's understanding of the requirements, essential functions and duties of the position.

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Employee__________________________________ Date_____________

A Customs Brokerage provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, A Customs Brokerage complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. ACB expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of A Customs Brokerage’s employees to perform their job duties may result in discipline up to and including discharge.