Regional Key Account Manager
3 weeks ago
CEVA Logistics provides global supply chain solutions to connect people, products and providers all around the world. Present in 170 countries and with more than 110,000 employees spread over 1,300 sites, we are well on our way to achieving our vision: to be a Top 5 global 3PL._
- We believe that our employees are the key to our success. We want to engage and empower our diverse, global team to co-create value with our customers through our solutions in contract logistics and air, ocean, ground, and finished vehicle transport. That is why CEVA Logistics offers a dynamic and exceptional work environment that fosters personal growth, innovation, and continuous improvement._
- DARE TO GROW Join CEVA Logistics, and you will be part of a team that values imagination, encourages boldness and exemplarity, and is committed to excellence in everything we do. Join us in our mission to shape the future of global logistics as we become a global leader in the logistics industry. As we continue growing at a fast pace, will you “Dare to Grow” with us?_
- YOUR ROLE- Account Management: Ownership of total CEVA Regional business relationship with eCommerce sector specified customers; aligning all business and financial commitments and company resources to the global sector targets for success.
- Customer Growth: Identify, Develop and Close business opportunities for all Business Lines within CEVA Logistics. Collaborate on operational oversight to ensure executional excellence to increase CEVA business share with customers.
- Ensure Customer Retention: Retain existing business through operational excellence, customer engagement and relationship. Define plans to ensure customer satisfaction.
- Customer Relationships: Expand relationships to Senior Executives within our customers and guarantee a solid bilateral engagement.
- Negotiations: Lead and co-ordinate negotiations with key customers in all major contracts and opportunities
- Maintain a solid Account Development plan to be shared to main CEVA stakeholders for alignment and support.
WHAT ARE YOU GOING TO DO?**Account Management**
- Be the senior point of contact for the assigned accounts for any normal and customary business requests. Identify local sales and operations contacts in CEVA for supporting the account and work with BD Sector leaders to ensure they are properly trained on the strategy and status of the account.
- Maximize consistency of the CEVA experience throughout all contacts with the specific clients around the World including Quarterly Business Reviews with the customer working in close coordination with GKAMs and Global Ops & Product Managers
- Lead the development and implementation of account plan(s), including relationships building, key people coverage plans, opportunity prioritization, overall account strategy and a budget/target for business growth and development
- Identify local sales and operations contacts in CEVA for supporting the account and work with BD Sector Leader and GKAMs to ensure they are properly trained on the strategy and status of the account.
- Provide regular reports, briefings and reviews as required within CEVA Logistics
- Detect Opportunities and prioritize them in order to achieve maximum reward
- Ensure Customer keeps CEVA Logistics as first in mind for their logistics needs
**Retention**
- Develop plans to ensure the retention of current regional business levels with specified accounts, preferably to a “no bid” level of confidence
- Build and strengthen relationships at Senior/Executive level with client. Ensure relationships are developed at all relevant levels and geographies in the client organization by involving the CEVA global team. Responsible to fix and/or escalate issues to CEVA top management when appropriate and/or required
- Responsible to fix and/or escalate issues to GKAMs & Global Ops & Process Management team when appropriate and/or required
**Growth**
- Own and drive account growth: make comprehensive development plan(s) for each aspect of the assigned accounts and update on regular basis. Get buy-in and approval for the execution of the account plans by working through and with BD Sector leaders and Executive Sponsors
- Lead complex negotiations with the customer ensuring the involvement and participation of CEVA in compliance to applicable geographical legal procedure
**Manage Profitability**
- Align with business leaders to monitor P&L, manage accounts receivable from a regional to cluster level across business lines to ensure customer obligations are met by both CEVA and the customer to the discipline of the commercial arrangements in place
- Create input for annual budget cycle from the approved account plans and take responsibility for the delivery of the related targets for CEVA and customer benefit
- Manage the investment proposal, ICAP preparation and ROI considerations for new ventures and then work through cluster MDs or designates to hold all CEVA accountable to approved levels of
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