Key Account Manager
4 weeks 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 BU's and ensures all commercial requirements are documented and maintained as needed by the BU's.
- 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.
- Effectively motivates team members and actively contributes as a Network KAM to account which are not under his/her global leadership.
- Communicates across the organization appropriately to ensure account positioning internally.
- Actively engages KN leadership on the general and business management level to ensure proper operational execution.
- 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.
- International Experience: 2-5 years.
- Leadership Experience: direct + virtual 1-2 years.
- Supply Chain - Logistics (broad knowledge of Air, Sea, Road, CL, IL). BU / FU: Sales 5-10 years.
- Knowledge and proven experience within a broad range of vertical topics.
- Proven business development track record (up and cross selling, solutions/consultative/persuasion/negotiation).
- Able to manage internal and external stakeholders.
- Ability to travel both international and domestic as needed.
- Project Management Experience: 2-5 years (Preferred).
NOTICE TO THIRD PARTY AGENCIES
Please note that Kuehne + Nagel does not accept unsolicited resumes from recruiters or employment agencies. In the absence of a signed Recruitment Fee Agreement, KN will not consider or agree to payment of any referral compensation or recruiter fee. In the event a recruiter or agency submits a resume or candidate without a previously signed agreement, KN explicitly reserves the right to pursue and hire those candidate(s) without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of Kuehne + Nagel.
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