The Manager Key Accounts will be regionally responsible to retain & grow our key accounts. The position has to create an environment of innovation deep awareness of their business from both a tactical and strategic perspective and build upon existing key relationships and establish new relationship where required with all major decision makers/stakeholders. This commercial role shall gain a deep understanding of the customers supply chain and create a roadmap for how the relationships and future contract are to be established.
Take 100% ownership of customer.
Meet customer expectations for development of the customer’s supply chain through understanding and innovation.
Build strong relationships with the customer to foster trust.
Negotiate and finalize agreement on new services, pricing, service levels etc.
Monitor and delivery of overall financial results as per 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.
(i) 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/process (operational/Marketing)
Follow expansions/new markets/new products both at local as well as Global level
Create and maintain a list of the suppliers/vendors/ buyers etc and explore opportunities with them
(ii) 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
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 action plan –DO NOT LOOSE ANY BUSINESS
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 customer know that it is important to receive money in time
(v) 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 stakeholders.
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 strong pipeline in CRM to ensure all opportunities are captured
Excellent interpersonal and communication skills
Analytical, presentation and negotiation skills
Be able to work independently, and willing to travel upon business requirements
Ambitious and result oriented self starter with initiative and 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