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Key Account Manager

Key Account Manager

GEODISSingapore, Singapore, Singapore
14 days ago
Job description

About the role

A Key Account must minimally generate quarterly GM equal to or greater than targets. The above will be achieved through a focused sales strategy that must be supported by an aligned structure with the regional sales organization, dedicating resources to one of the sales channels determined by customer size and aligned within one of six vertical markets (Hi-Tech, E-commerce, FMCG, Industrial, Retail / Fashion, Automotive) in the BU. This structure will present one face to the customer, sell the full range of Geodis products and solutions with priority being to offer integrated solutions, insuring a high degree of customer retention and significant growth potential.

Responsibilities

Sales Strategy

Contribute to the sales strategy on assigned Key Accounts portfolio growth objectives

  • Determine the strategies for the assigned Key Accounts portfolio;
  • Ensure development of cross selling in Country;

Build the wallet share of business for GEODIS with the assigned customer portfolio and their subsidiaries or affiliates.

Account Management

Ensure the development and maintenance of customer relationships and enhance overall client portfolio, safeguard sales revenue and ensure customer satisfaction

  • Ensure increased consistency of services and pricing linked to "integrated solutions";
  • Grow the share of business, as well as expand the relationships within the customer identifying influencers, gatekeepers, decision makers within the Country but also to direct and align with Regional and Global KAM's to further penetrate the client organization;
  • Deploy a strong consultative selling approach with assigned accounts to identify their supply chain challenges and develop value creating solutions that drive increased scope of engagement and share of wallet for Geodis;
  • All account issues proactively managed and resolved using continuous improvement principles to enhance service levels;

    • Improve client satisfaction based on formal feedback and surveys of your customers.

    In the event of account assigned as lead country approach, ownership on customer engagement and co‐ordination on commercial matter will be lead by assigned local Key Account Manager.

    New Business

    Ensure the identification and targeting of opportunities with customized propositions.

    Drive and lead the business development within portfolio of assigned clients :

  • Participate by leading / supporting presentations to prospects and other clients and showcasing best practices & innovative solutions from your accounts;

    • An expectation on new business revenue target will be assigned at the beginning of new financial year.

  • Work with product, internal stakeholders to standardised offering from the customised solutions deployed on your customer;
  • Engage with product stakeholders, IT & management teams to create value adding service offerings that can be taken back to your clients;

    • Management Information

    Gather, consolidate, analyse and report management information

  • Use CRM for all RFQ's and Meetings;
  • Track key indicators such as volume, revenue, gross profit, manage yield;
  • Gather and provide to the company feedback on competitor information through your ongoing contact with strategic customers assigned to your care;

    • Provide timely and accurate reporting of relevant details as required and requested.

    Business Planning

  • Drive behavior towards strategic engagement and value creation for assigned portfolio of accounts and strategic targets;

    • Manage pipeline size and quality.

    Organizational Culture

    Embrace the 5 values of Geodis be an ambassador by demonstrating these values in everything you say and do.

    Leadership

    Steer, develop and motivate the local account managers to sell, maintain and support the assigned clients

  • Country Customer cards in place and used to drive opportunities, innovations & growth strategy;

    • Hands on Management of the accounts across the Country using all standardised tools : QBR deck, Issue Log, Communication and Escalation Matrix, Monthly report, etc. and ensuring same are maintained by local Account Managers.

    Requirements

  • Minimum 5 years relevant experience in sales field with at least 3-year senior sales position focused on the healthcare vertical;

    • In‐depth knowledge and experience with Freight Forwarding and Supply Chain Management.

    Excellent command of spoken and written English.

    Good negotiation & presentation techniques.

    Well‐versed sales techniques, consultative selling, customer psychology and purchasing patterns.

    Fluent in local language, comfortable in English and other languages that the job requires to manage customer and other contacts

    Basic sales techniques and negotiation skills

    Presentation techniques, comfortable with meeting and presenting to groups 2-3 people

    Knowledge of Geodis Singapore tools

    Knowledge of company goals and strategies

    Good interpersonal and communication skills

    Highly proficient in computer skills and common applications (Office, Excel, PowerPoint & Word)

    Seniority level

    Mid‐Senior level

    Employment type

    Full‐time

    Job function

    Business Development, Customer Service, and Sales

    Industries

    Transportation, Logistics, Supply Chain and Storage

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    Key Account Manager • Singapore, Singapore, Singapore