Director Eastern Region Sales

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 Director - Eastern Region Sales will be responsible to plan, develop and implement sales and marketing programs designed for the Eastern region for the domestic trades in a manner that secures and maintains cargo volume at levels necessary to achieve corporate growth and profitability objectives. This position reports to the Vice President, North American Domestic Sales.

The Director - Eastern Regional Sales is responsible for 37 states east of the Rocky Mountains to the Atlantic Ocean encompassing a significant portion of most of the North American corporate accounts shipping Jones Act cargo. Travel 40-50% of the time will be required for customer sales coverage.

The position's primary responsibility is to plan and implement regional sales and marketing strategies to meet corporate goals and objectives for Matson's domestic ocean services in the Hawaii, Alaska, Guam, and Micronesian Island markets.

The successful candidate will have, or will soon develop, a comprehensive understanding of the domestic container and automotive manufacturer markets. This will include in-depth knowledge of shippers, potential shippers, consignees, and their varied distribution patterns and needs. Additionally, a complete understanding of Matson's total service will be necessary to fully match customer needs with Matson's capabilities.

This role will develop and implement programs and measures to create a favorable business climate conducive to achieving Matson's volume and profitability goals. To accomplish this, the incumbent must be familiar with all aspects of Matson's operations, company Plan, policies and procedures, market developments, competitive activities, labor agreements, regulatory requirements and relevant legislative issues.

What you'll do:

• Develop, plan, implement, and manage regional sales activities to produce maximum customer support and profitability.
• Communicate and collaborate with other functional units within Matson to solve operating and service issues and to enhance Matson's service offerings.
• Effectively represent Matson's interests in contacts with customers and industry leaders to promote favorable short and long-term relationships.
• Motivate, train, and maintain a knowledgeable and highly responsive sales organization to ensure the achievement of company goals and objectives.
• Keep the Vice President, North American Domestic Sales apprised of all corporate accounts, market changes, competitive updates, and local and legislative situations.

Major Accountabilities:

• Dimensions (dollar amounts of financial responsibilities such as budget, revenue goals/ operating volumes, and number of employees):
  • Freight Shipments:
  • Large accounts = 61,000 containers
  • Small accounts = 1,800 containers
  • Total Active Accounts:
  • Large accounts = 51
  • Small accounts = 112
  • Total Revenue: $329 million
  • Total No. employees: 5

You have these skills:

• Solid computer proficiency.
• Strong oral and written communications skills.
• Outstanding leadership skills.
• Excellent interpersonal and communication capabilities.
• Proven team-building skills.
• Ability to build relationships with senior executives internally and externally.
• Proven multi-tasking and problem-solving skills.
• Analytical skills to evaluate data and use it to make decisions.
• Understanding of market trends and adaptability to follow those trends.
• Strong organizational skills and strategic planning.

And these qualifications:

• Bachelors Degree or equivalent experience required.
• 10+ years of Transpacific domestic and/or international experience in a sales role.
• Ability to travel 40% - 50% of the time throughout the region.

The annual salary range for this position in California, Washington and New York is $138,500 - $200,900. The salary offered will depend upon qualifications and other operational considerations.

Matson offers medical, dental, and vision insurance benefits as well as a wide variety of other benefits to employees and their families. These benefits options include life insurance, supplemental life insurance, long-term disability insurance, as well as more specialized benefits such as emergency childcare, death and dismemberment insurance, prepaid legal services, and adoption assistance. Matson offers contribution opportunities to your 401K or IRA accounts with employer matching, a cash balance plan, profit sharing, as well as 13 paid holidays a year and tiered sick and vacation benefits.

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

Matson is an equal opportunity employer committed to a diverse and inclusive workforce. Applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), age, sexual orientation, national origin, marital status, parental status, ancestry, disability, AIDS/HIV status, gender identity, gender expression, veteran status, genetic information, other distinguishing characteristics of diversity and inclusion, or any other protected status. Qualified applicants with arrest and/or conviction records will be considered for employment in a manner consistent with federal and state laws, as well as applicable local ordinances, including, but not limited to, the San Francisco and Los Angeles Fair Chance Ordinances.