Wiz Freight - Key Account Manager

The Manager of Key Accounts will be regionally responsible to retain & grow our key accounts.

The position has to create an environment of innovation and rapid resp deep awareness of their business from both a tactical and strategic perspective and build upon existing key relationships and establish a new relationship where required with all major decision makers/stakeholders.

This commercial role shall gain a deep understanding of the customer's supply chain and create a roadmap for

how the relationships and future contracts are to be established.

Job Responsibilities

Main Objectives

- Take 100% ownership of the customer

- Meet customer expectations for the development of the customer's supply chain by understanding and innovation

- Build strong relationships with the customer to foster trust

- Negotiate and finalize agreements on new services, pricing, service levels, etc.

- Monitor and deliver overall financial results as per the established budget

- Maintain world-class stakeholder management ensuring top-quality communication and business alignment between the companies

- Work jointly with Company's business units to ensure optimized operations and customer satisfaction

Specific Responsibilities:

1. Creating a detailed fact file of the customer covering

- Pursuit plan -needs to be updated every month and reviewed for continuity of discussions

- Keep track of customer-side changes in people/processes (operational/Marketing)

- Follow expansions/new markets/new products both at the local as well as Global level

- Create and maintain a list of the suppliers/vendors/ buyers etc and explore opportunities with them

2. Manage relationships

- Identify the key decision makers/influencers and keep a schedule of face-to-face meetings

- Have an objective for the meeting at all levels

- Set up a calling pattern with customers

- Monthly/quarterly formal reviews with the customer

- Set up senior levels meetings with the RLT

3. Budgets

- Create budgets based on the existing data and customer interactions

- Review the budgets every month and take corrective action asap, raise a flag where ever required

- Review the progress with the customer and create an action plan -DO NOT lose ANY BUSINESS

4. Outstandings

- Keep the selling rates updated with the operations team to ensure correct revenue captures

- Take corrective action every week in case of deviations/errors

- Respect the credit lines and let customers know that it is important to receive money on time

5. Internal engagements

- Set up internal review meetings with the operations/Finance and procurement teams to address and share issues/concerns etc.

- Raise a flag where ever you see/anticipate service dilution and work with them to address it in real time basis

- Work closely with the internal decided; teams report any changes to set up all stakeholders

Key Performance Indicators:

- Delivering required profit margins (CM1)

- Retention of existing business through Contract Renewal and Growth of business New and

Additional Sales

- Deliver the Customer Satisfaction Survey results to Promoters

- Compile and maintain a shared growth plan with the customer

- Maintain a strong pipeline in CRM to ensure all opportunities are captured

Competency Requirement

- Excellent interpersonal and communication skills

- Analytical, presentation, and negotiation skills

- Pricing/Commercial knowledge

- Be able to work independently, and be willing to travel upon business requirements

- Ambitious and result-oriented self-starter with initiative and a strong drive

- Skills to manage sensitive customers, people and personalities

- Knowledge of the Asia business and logistics market

- Network/contacts within the international logistics industry