Job Description
The Key Account Manager (KAM) is responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to his/her dedicated portfolio of accounts in the assigned scope of responsibility (GKAM or Network KAM).
Your Role The GKAM acts in that scope as the leading KN representative towards the customer across all KN services and business units, who qualifies account intelligence and translates same into addressable business targets. All captured in an evolving and agreed account plan/customer strategy process. Maintains and develops direct and personal relations with key customer stakeholders, and conducts key account management activities in accordance with KN’s Key Account Program guidelines. Has a strong reach across the KN network including business units and supportive functional units, expert ability to translate the customers' requirements into an achievable plan and align with the business units and supportive functional units to action such business opportunities. Your Responsibilities
- Directly manages Key Account, in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling KN 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 KN.
- Complies with KN 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
- Knowledge and proven experience within a broad range of vertical topics (incl. supply chain).
- Proven business development track record (up and cross selling, solutions/consultative).
- Able to manage internal and external stakeholders.
- Competitive in nature, will drive opportunities to a win.
- 8-10 Years of Industry Experience.
Good Reasons to Join Logistics is a people business and here at Kuehne + Nagel, we believe that genuine, lasting success is possible only through valuing our employees the way we value our customers. A company the size of Kuehne + Nagel is a land of endless opportunity. We offer opportunities where you can grow your expertise and shape processes and innovative solutions. Its strong market position lies in the sea logistics, air logistics, contract logistics and road logistics businesses, with a clear focus on high value-added segments such as IT-based integrated logistics solutions.
