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Key Account Manager
2 months ago
- Directly manages Key Account, in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling KN offer portfolio
- Understands the customers organization and decision making process
- Understands the customers business model and business environment as well as the competitive environment of the customer
- Negotiates rates and service contracts with customers in alignment with the BUâs and ensures all commercial requirements are documented and maintained as needed by the BUâs
- Understand, at an expert level, the vertical service offerings of KN
- Complies with KN sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system)
- Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting)
- Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager
- Effectively hands over and transitions new business into operations to ensure that customer requirements and KN commitments are met
- Conduct regular and structured review sessions with assigned customers including; process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery
- Bachelors / First University Degree: International Studies, business, engineering
- BU / FU: Sales 5+ years experience
- Consultative Selling
- Negotiations and persuasion
- Supply Chain - Logistics (broad knowledge of Air, Sea, Road, CL, IL)
- Knowledge and proven experience within a broad range of vertical topics (incl. supply chain)
- Proven business development track record (up and cross selling, solutions/consultative)
- Able to manage internal and external stakeholders
- Competitive in nature, will drive opportunities to a win
- Ability to travel - Domestic monthly customer visits and potential international travel every 6 months as needed.