[Hiring] Account Manager, International Solutions @Odyssey

Role Description

The Account Manager, International Solutions is an individual-contributor “Farmer” sales role responsible for growing Odyssey's existing international customer accounts. The role focuses on cross-selling Odyssey's international services portfolio – freight forwarding / NVOCC, import / export, and customs brokerage – growing net revenue across an assigned portfolio of accounts, and developing and managing long-term customer relationships. This role is a trusted advisor to customers and must work closely with Odyssey operations, customer service, pricing, and other internal teams to deliver results.

What You’ll Do

• Own a net revenue and gross profit target across an assigned portfolio of current Odyssey International accounts.
• Build and execute an account plan for each assigned account with clear targets for net revenue, gross profit, and service mix.
• Perform white-space analysis on each account to identify services and trade lanes not yet using Odyssey.
• Grow volume within existing accounts, with emphasis on full container load (FCL) ocean, intra-Americas activity (cross-border and ocean freight), Europe trade lanes, and India.
• Maintain pricing and margin discipline, in conjunction with operations; qualify opportunities for profitability, credit, and operational fit.
• Cross-sell Odyssey's international services across the current customer base.
• Expand relationships by adding Odyssey International services – freight forwarding / NVOCC, import / export, and customs brokerage (CHB) – to each customer's portfolio.
• Position Odyssey's end-to-end capability – ocean, customs clearance, and domestic intermodal, trucking, and warehousing – as a differentiator.
• Develop tailored proposals, rate renewals, and RFP / RFQ responses in partnership with Pricing, Procurement, and Operations.
• Apply knowledge of chemical and other regulated cargo (e.g., dangerous goods documentation and handling requirements) when serving chemicals and similar shippers.
• Develop and manage customer relationships.
• Establish trusted-advisor relationships with multiple stakeholders in each account, including logistics, procurement, trade compliance, and supply chain.
• Lead regular business reviews with customers covering performance, service levels, KPIs, and growth opportunities.
• Partner with Operations and Customer Service to resolve issues, protect service quality, and retain accounts.
• Monitor account health, volume trends, and margin; identify and address retention risks early.
• Collaborate with the sales team and across Odyssey.
• Coordinate with the Sales Managers, International Solutions and the Sr. Sales Manager on customer coverage and referral of new-business leads identified within accounts.
• Coordinate with Odyssey account teams in other business units to identify opportunities and deliver an integrated customer experience.
• Gather and share market intelligence on rates, capacity, trade policy, tariffs, and competitor activity.
• Operate in compliance with Company policies and applicable regulations.
• Adhere to Odyssey's Corporate Compliance Programs.
• Maintain accurate pipeline, forecast, and account data in the CRM, and provide regular updates on account performance and market conditions to sales leadership.

Qualifications

• At least 3 years of B2B account management or sales experience in international freight forwarding, NVOCC, and / or customs brokerage, with a demonstrated record of growing existing accounts.
• Experience cross-selling additional services into an existing customer base is strongly preferred.
• Experience with customs brokerage (CHB) and / or full container (FCL) ocean / NVOCC services is preferred.
• Experience in intra-Americas (cross-border and ocean) and / or Europe trade lanes is highly desirable.
• Background serving chemicals shippers is preferred; knowledge of dangerous goods handling and documentation is a plus.
• Bachelor's degree in business, supply chain, international trade, or a related field, or equivalent combination of education and experience.
• Relevant trade / logistics certifications are a plus.
• Strong relationship-building, consultative selling, and negotiation skills; ability to engage with customer contacts at all levels.
• Solid understanding of international freight forwarding and trade processes – ocean freight, NVOCC operations, import / export documentation, Incoterms, and U.S. customs regulations.
• Financial acumen, including the ability to build quotes and proposals, understand margin and cost drivers, and manage profitability on accounts.
• Excellent oral, written, and presentation skills.
• Proficiency with CRM systems (e.g., Salesforce) and Microsoft Office; disciplined pipeline management and forecasting.
• Self-motivated, organized, and able to manage a portfolio of accounts and collaborate effectively with cross-functional teams.
• Willingness and ability to travel to customers and Odyssey locations as needed.

Benefits

• A choice of medical plans with FSA and HSA options
• Dental Insurance
• Vision Insurance
• Company-paid Life and Disability Insurance
• 401(k) Plan with Company Match
• Paid Time Off (PTO) and Company Holidays
• Employee Assistance Program
• Company Health & Wellness Program
• Discounts with Preferred Vendors