Description:
As a Key Account Manager (KAM), you'll be responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to your dedicated portfolio of accounts in the assigned scope of responsibility (Global KAM Network).
Your Responsibilities
- Directly manages Key Accounts (three to four), in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling Kuehne+Nagel offer portfolio.
- Understands the customers organization and decision making process.
- Understands the customers business model and business environment as well as the competitive environment of the customer.
- Negotiates rates and service contracts with customers in alignment with the BU’s and ensures all commercial requirements are documented and maintained as needed by the BU’s.
- Understand, at an expert level, the vertical service offerings of Kuehne+Nagel.
- Complies with Kuehne+Nagel sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system).
- Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting).
- Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager.
- Effectively hands over and transitions new business into operations to ensure that customer requirements and KN commitments are met.
- Conduct regular and structured review sessions with assigned customers including; process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery.
Your Skills and Experiences
- 5+ years sales and account management experience.
- 5+ years business unit/functional unit industry experience.
- 2+ years leadership experience both direct and virtual.
- Bachelors Degree - International Studies, business, engineering or other related studies.
- Consultative selling approach.
- Ability to travel (30-40% depending on location).