Manager, Sales Key Account

Responsibilities

• ● IN THIS ROLE YOU WILL:
• ● Manages relationship of a defined number of CSI/ MNC and SC customers and prospects in a particular sector (serves as primary contact for the customers and coordinates the account e.g. with regards to Trade Lane involvement).
• ● Seeks and prospects for Strategic Customer targets to win new customers.
• ● Ensures that Key Account activities are aligned with global/regional sector strategy
• ● Focuses more on customer and sales relationship building through attending external customer meetings and internal meetings as necessary in order to support business development.
• ● Achieves stipulated sales target by maintaining a healthy pipeline, good contractual performance and proactive thinking.
• ● Ensures accuracy and proper maintenance of sales activity records through regular reporting and analysis of sales activities.
• ● Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's).
• ● Ensures successful retention of customers by maintaining close liaison with them, ascertaining their satisfaction level via DHL Global Forwarding service standards and to anticipate and/or prevent potential problems.
• ● Coordinates with CRMs on account planning, customer enquiries, business reviews, etc.
• ● Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues.
• ● Consults CRMs and Sector Heads on potential solutions and best practice.
• ● Gathers customer and market information to update Product and Trade Lane on current conditions.
• ● YOU HAVE THE FOLLOWING QUALITIES AND QUALIFICATIONS:
• ● Experienced in Account Management of Freight Forwarding or related international transportation services customers - managing SLA with SOP monthly performance reviews with customers
• ● Sector experience in Life Science/ Tech good to have but not limited
• ● Proven track record in developing and growing business with assigned portfolio of customers through RFQ customised solutions selling
• ● Good understanding of sector trends in the freight forwarding industry
• ● Able to identify customer needs by gathering information and building long-term relationships through value creation
• ● Well developed communication and presentation skills