Key Account Manager - Chemical - Logistics

Key Account Manager - Chemical Division :- Logistics company

Position: Area IV Manager Chemicals

Surname / Name:

Department / Location: Area Sales (Pan India role)

Substitute:

Direct Line Reporting: Area Head of Marketing & Sales

Dotted Line Reporting: Global Head of Chemicals Industry Vertical

Purpose of the role

- To execute the IV sales strategy in the Area and to promote industry specific solutions based on Logistics company’s products and Supply Chain solutions.

The primary purposes of this role are:

i) To support the management of (Strategic) Key Accounts in assigned industries at area level or globally, collaborating with Area Sales organizations as relevant

ii) To take Area responsibility to enhance Logistics company’s position towards the industries and meet the objectives of growth and profitability with new and existing customers.

iii) To define and roll out the individual and aligned Industry Vertical Strategy within the Area Organization

iv) To actively participate to Area growth target settings based on Industry Vertical strategy

v) To manage functionally the assigned Strategic Key Account team (Area KAM & Sales Support). Assignment of Strategic Key account is jointly approved by Area Head of Marketing & Sales and Global Head of Industry Vertical.

Key Tasks

Sales Management

- Build and maintain close and beneficial relationships with Strategic Key Accounts and Area Key accounts where applicable. Coordinate and steer IV sales activities with different Areas and BUs.

- Plan and manage sales pipeline of expected and upcoming tenders. Qualify sales pipeline regarding margin and win probability in cooperation with Tender Management, lead area & SKAM

- Build a pro-active sales approach towards the Strategic Accounts based on the customer needs and the Unique Selling Propositions of Logistics company’s

- Direct and oversee global bids and proposals on his/her Lead Area Strategic Key accounts, owning final responsibility for the commercial proposition in line with Corporate policies and customer solutions of tenders and bids. Agree and align final commercial proposition with Global Head of Industry Vertical, Corporate Product, Corporate Tender Management and the Areas, as required.

- Support Areas on designated Area Key Account RFQ

- Ensure rolling sales forecasts from IV customers and provide information at least on Quarterly basis to Area Product & Procurement and Area Trade Lane
Sales Management

- Identify and develop new markets and Industry Vertical specific products in close cooperation with respective Corporate and Area Functions

- Act as Industry Vertical Expert within the Area, and is responsible for sharing and increasing Industry knowledge and know-how across Area and BU Sales Teams

- Develop and Execute Strategic Key Account Plan on the assigned Strategic Key Account with the designated account team

- Is responsible to update Dashboard on monthly basis of the assigned SKA

- Ensure timely and accurate external (global) reporting towards the assigned Key Accounts

- Manage functionally a team of Area KAMs and Sales Support in the various geographical areas

- Upon confirmation of Strategic Key Account assignment by Area of Marketing & Sales, functionally lead Strategic Key Account Manager(s) if applicable, and IV Sales Manager(s) for the assigned account(s) . Is responsible for the overall coordination and proper execution of the Account plan and any other (Strategic) Key Account projects, in cooperation with relevant Area & Corporate functions

- Provide profit guidelines to SKA team for ad-hoc quotations on the assigned SKA

- Globally owns and Ensure full adherence of SOP across the organization on the assigned SKA

- Take global lead role and actively participate to the assigned SKA RFI & RFQ opportunities

- Prepare RFI & RFQ Post-Mortem analysis and share with Tender Management, Products and any other relevant internal stakeholders

- Ensure Cost Budgeting for Key Account(s) on area level and for Strategic Key Account(s) on global level with the respective support Areas.

Strategic Management

- Propose and evaluate potential Strategic Key Accounts to Global Head of Industry Vertical

- Develop Area Industry Vertical Strategy in alignment with Global IV, Product and Supply Chain Strategies

- Direct and manage implementation of the Area IV Strategy in close cooperation with the Area Management and Global Head of Industry Vertical

- Define, communicate and ensure understanding and adherence of Industry Vertical sub-segments and their development priorities towards the Area organization.

- Support Area Air Freight, Ocean Freight & Logistics company’s in developing Area Product Strategies. Provide regular input to Product Management on product & market rate level intelligence.

- Develop pricing strategy for Industry Vertical specific solutions in cooperation with Product and Sales Management

- Actively promote externally towards customers and internally towards sales organization Industry Vertical specific USPs

- Prioritize Industry Vertical Key Accounts on demand for Corporate Trade Lane Sales & Procurement Managements in case of capacity restrictions

Customer Relationships

- Organize and participate in regular reviews with the Key Accounts to ensure customer satisfaction and sustainable business relationship

- Monitor and control customer performances. Complete and/or Fine Tune as required Key Account KPI’s to measure customer sales performances and risks. Develop corrective actions on Key Accounts (Directly or through SKAM or Lead Area, whichever applies based on commercial ownership) if sales or gross profit are under target and re-negotiate contracts if needed

- Develop, build rapport and nurture long term partnerships with the accounts, translating our global capabilities to customer value, for maintaining and continually expanding account share penetration

- Develop a pro-active customer approach based on the customer needs

- Enhance Logistics company’s’s position and personal expertise in this specific industry segment by means of contacts with prospects, presence to fairs/exhibitions, presence to workshops and seminars

- Build up and further improve all geographical customer relationships with the assigned KAM team

- Develop global multi-level contacts between the assigned SKA and Logistics company’s for proper reciprocal function interfaces

- Act as a mediator between the assigned Strategic key Account, Logistics company’s company’s and suppliers, assuring the KAM team is the focal point for escalations

- Proceed to forwarding and logistic spent identification and regular update on the IV Key Accounts

- Gather Strategic forecast from the IV Key Accounts and is responsible to communicate and update space requirements to relevant Product Organizations on Quarterly basis minimum

Process Management

- Support successful business handover between Sales and Operations, working in close collaboration with Customer Care & Implementation teams.

- Ensure the maintenance and improvement of quality standards that will be required by respective Industry Verticals and respective sub-segments. Propose, justify and supervise implementation of necessary investments. (IT tools, hard-and software, assets etc.)

- Provide support to Area Sales Management on Budget Process and Actively participate on Area Target Settings finalization on IV growth

- Provide timely and proper RFQ Post Mortem Analysis to Tender Management and relevant additional stakeholders involved in the RFQ.

General Management

- Identify talents and ensure constant development of skilled manpower to satisfy continuous demand of efficiency and professionalism

- Constantly seek & drive continuous improvement efforts within area of responsibility (e.g. collaboration, system, processes)

Decision Making Authority

- Functional Management for the entire KAM teams

- Management of SKAM or IV team budget and cost center

- Opportunity specific pricing within defined margin threshold

- Dotted line leadership of Business Unit IV Manager

Key Performance Indicator (KPIs values to be confirmed during PEAR review)

General

- Grow Area IV Gross Profit by __ %

- Increase Area IV Gross Margin to __ %

- Keep Area IV Expenses at or below Budget Target

- Ensure 100% CRM Compliance on quality and timeliness of input

Strategic Key Account Management (when applicable)

- Grow SKA GP by __ % (to be specified per Product – as per Account Plan)

- Increase SKA GPM by __ % (to be specified per Product – as per Account Plan)

- Keep KAM Team Expenses at or below Budget Target

Function / Market & Industry Knowledge / Business Acumen / Process working

[Functional Knowledge ]

- Good knowledge of Logistics company’s's strategy and products

- Extensive knowledge of respective industry verticals including trends, opportunities and threats

- Good knowledge of the air freight industry

- Good knowledge of the ocean freight industry

- Extensive knowledge of trends and opportunities in the forwarding industry

- Good knowledge of regulatory aspects affecting Logistics company’s and industries

- Good knowledge of markets (customers, competitors, suppliers, overall environment and major trade lanes)

- Extensive negotiation skills

- Extensive knowledge of Supply Chain Management and logistics

- Good knowledge of forwarding and Supply Chain Management IT Systems

- Good financial skills

- Ability to review, analyze and understand contracts

Skills & Competencies

[Competencies – Leadership ]

- Good ability to plan strategically and translate strategy into operational roadmaps, deploying resources efficiently while pushing for results

- Good ability to take complex decisions and be accountable, demonstrating managerial courage and taking responsibility while managing risk

- Extensive skills to integrate and coordinate resources across functions and borders, building and using networks, encouraging collaboration across borders, being open to outside input and sharing knowledge and expertise

- Good ability to lead people, including hiring and retaining talent, directing reports, defining KPI's and monitoring performance

- Good ability to recognize and nurture talent by advising, coaching, motivating and empowering others

[Competencies – Business ]

- Good ability to organize, including prioritizing, planning, assigning and controlling objectives

- Profound ability to focus on customer service as a core value, increasing operational efficiencies and setting and monitoring high standards of quality while taking necessary steps to retain and improve customer relationships

- Good ability to influence and negotiate

- Good ability to drive innovation, manage change and deal with ambiguity, devising effective change management processes

[Competencies – Personal)

- Good ability to present and articulate

- Good ability to work under pressure and deal with tight deadlines with high energy and resilience

- Extensive communication and networking skills

- Extensive inter-personal skills with positive mindset

- Good International experience and mindset and willing to travel as required

- High integrity

- High result oriented and places great emphasis on customer focus

Educational background / Work experience

- Bachelor's degree in Business Administration/Economics/Marketing

- 5-8 years of work experience (minimum)

- 5-8 years of overall industry experience (minimum)

- 3 years of experience in people management and leadership, including recruitment, training & development, coaching, conflict and performance management (minimum)

- 5-8 years of Sales experience (minimum)

Language skills

- Fluent in Area local language is preferred (written and spoken)

- Fluent in English is mandatory (written and spoken)

- Other languages (written and spoken) a plus

Computer Literacy

- Good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)

- Profound knowledge of Customer Relationship Management tools

- Good knowledge of SAP® or other ERP systems especially as it relates to reporting and analysis

Please contact and revert with updated resume on aprajita@datawiseindia.com