Client Account Manager, Freight Forwarding

Delmar International Inc. · Chicago, IL

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 9d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 2h agoon Delmar International Inc.'s careers page

Apply on Delmar International Inc. →

The job

Who you'd sell to: Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Time on market: Open 9 days.
Company hiring: 2 sales roles open, hiring at a steady pace.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from Delmar International Inc.? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Mandate: Reporting to the Director, Client Account Manager plays a key role in supporting the ongoing development and retention of both existing and prospective Delmar customers. This position is responsible for maintaining strong and effective communication with clients, both written and verbal, to ensure a high level of customer satisfaction. Key responsibilities include identifying client needs problem solving, responding to inquiries in a timely manner, and proactively offering solutions, insights, and recommendations to address customer challenges. The Client Account Manager is also responsible for upselling and cross-selling Delmar’s services, maintaining and retaining a dedicated book of business. Key Responsibilities of an Account manager: Customer Relationship Management - Act as the main point of contact for assigned accounts. - Build and maintain strong relationships with key stakeholders. - Understand customer business objectives, challenges, and supply chain requirements. - Conduct regular business reviews and performance meetings. - Monitor customer demand patterns and forecasts. - Manage exceptions, and urgent customer requests. - Collaborate with origin offices, procurement, and customer service teams. - Align internal operations with customer expectations. - Facilitate smooth execution of supply chain processes from order to delivery. Resolution and Escalation Management - Proactively identify supply chain risks. - Resolve delivery delays, inventory shortages, transportation issues, and service disruptions. - Lead cross-functional teams to address customer concerns. - Communicate recovery plans and timelines. Revenue Growth and Business Development - Identify opportunities to grow existing accounts. - Support contract renewals and negotiations. - Promote new products, services, and supply chain solutions. - Develop account growth strategies. Forecasting and Planning - Review customer forecasts and demand trends. - Support Sales & Operations Planning (SOP) processes. - Work with customers to improve forecast accuracy and inventory optimization. Contract and Compliance Management - Manage service-level agreements (SLAs). - Ensure contractual obligations are met. - Monitor compliance with customer requirements and industry regulations. Requirements: - Minimum 2 years of sales or operations experience in the 3PL Freight Forwarding environment - Experience in Ocean, Air, Ground, Brokerage or Warehousing considered an asset - Bachelor's degree considered an asset - Knowledge of current air and ocean service offerings for transatlantic shipments to the United States and Canada will be considered an asset. - Travel may be required - Fluency in spoken Italian is required to support Italian-speaking clients and business partners. What You Offer: - Proficiency in establishing rapport and developing solid relationships with potential leads and key customer contacts - Ability to probe the right questions, listen carefully and understand customer’s needs - Proven problem-solving skills - Excellent communication skills What We Offer: - Equal opportunity employer - Competitive compensation - Comprehensive health and dental care - Balance between work and home life - Opportunities for professional development and career growth

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