Key Accounts Manager - Logistics Sector

Purpose of the Job :

The Key Account Manager is responsible to plan, develop, grow, organize and manage business for his/her customer(s) defined as per the portfolio assigned to him/her by developing and implementing operating procedures and planning for business growth and innovation.

This will be achieved in a decentralized environment by enabling, encouraging and coordinating the support of all necessary departments in India and international liaison. The Key Account Manager will also encourage company staff departments to apply their best efforts in generating network reliability, service quality maximization and sustained productivity improvement while ensuring adherence to corporate policies and disciplines.

Note: 4 to 5 years experience with a minimum of 2 years work experience in Freight and Forwarding Industry

Accountability :

Identification and Management of the Target Market :

- To identify all accounts to be focused on within the region that will contribute to the achievement of the revenue and profit budget

- Gathers all information related to MA portfolios at a regional, National and multi-country KA level

- Evaluates each portfolio to determine which accounts should be focused on and at what level (Local, National and multi-country)

- Authorizes the accounts that will populate the portfolios

- Agrees the budget/revenue targets for the portfolios and the sales channel

Customer Action Planning :

- To develop, implement and maintain action plans that detail for each new and existing customer how the relationship will be developed to improve their profitable revenue contribution to the company.

- Develops an action plan for each existing and potential KA and where applicable, as lead country KA Manager, for relevant multi-country KA

- Regularly reviews and update customer action plans to reflect any changes (positive or negative)

- Distributes customer action plans to senior management and other relevant parties

- Proposes revenue and EBIT targets for each National, and where applicable, multi -country KA in their portfolio

- Monitors achievement of revenue and EBIT budgets and targets per individual KA within their portfolio

- Communicates and gains support from Line and Local management for the achievement of National, and where applicable, multi-country KA objectives

- Establishes appropriate relationships and communicates with other relevant functional areas

Strategic Sales Planning and Development :

- To translate and deploy at regional level the country sales strategy for KA to achieve its budget, revenues and strategic goals.

- Puts together a top level business plan for their KA department and cascades throughout the function

- Ensures the vertical market/Local KA business plans fit in with the region KA business plan

- Reviews the business plans at all levels on a regular basis

- Monitors revenue and EBIT budgets and targets for the sales channel

- Communicates and gains support from Country and regional management for the achievement of KA objectives

Relationship Management :

- To ensure we win, keep and develop KA customers through building lasting relationships

- Forms professional and appropriate relationships at senior level in Key customer organizations through face to face contact

- Forms professional and appropriate relationships with the Global Account Management sales channel and other involved multi-country KA representatives

- Ensures correct levels of company Management are in contact with the most relevant management level within the all identified customer organizations

- Determines Lead Country KA Manager for multi-country KA opportunities and communicates to other involved countries and GAM where applicable

- Monitors the development of customer relationships within the KA function at all levels

- Ensures customers are kept up to date with relevant company information and reports

- Establishes appropriate relationships and communicates with other relevant functional areas

Marketing Product support :

- Supports product development to ensure company's value proposition is meeting the requirements of the vertical markets and the individual KA

- Establish potential product opportunities through identifying new developments with the KA customers and competitors within the local market

- Actively informs the country product development team on a regular basis

- Supports the introduction of new products through cascading the information and monitoring the deployment throughout the functional teams

Process Management & Implementation :

- To deploy and monitor KA processes, policies and procedures in order to ensure the consistency, efficiency and quality of internal and external customer expectations

- Ensures correct implementation of new and existing national KA structures, policies and processes

- Ensures continuous improvement in customer experiences through supporting the deployment of best practice processes

- Works with cross-functional colleagues to ensure the KA and related functional processes are consistently applied and refined to improve the customer experience

- Actively manages the performance of KA through the effective deployment of national KA policies, accompanied by corrective action planning against performance results.

Project Work :

- To contribute to the effective roll out of business unit and multi-country KA projects, through contribution of professional expertise and leadership

- Ensures achievement of action points assigned

- Ensures the involvement of those with the appropriate expertise and accountability

Health & Safety :

- Comply with the company's health, safety and environmental standards responsibilities as identified within company management systems and effectively implement and maintain these management systems.

Specific Characteristics :

Knowledge& Experience :

- MBA from a reputed institute .

- Extensive experience in marketing sales/account management in international B2B, preferably in Logistics

- Strong Market Sector awareness including supply chain structures, developments and requirements

- 4 to 5 years experience with a minimum of 2 years work experience in Freight and Forwarding Industry

- Project management skills

- Fluent use of written and spoken English

- Competent use of computer tools e.g. MS Office and Lotus Notes

Behavioral Competencies :

- Lives to Serve

- Always looks for Growth

- Proud to be a leader

Salary Range: 7-8 LPA