Local Client Manager

2 weeks ago

Shanghai, Shanghai, China Maersk Full time
Overview
Has overall sales responsibility for customer relationships and performance of an assigned customer portfolio in global KC & runway sector

We Offer

At Maersk we value the diversity of our talent and will always strive to recruit the best person for the job – we value diversity in all its forms, including but not limited to gender, age, nationality, race, sexual orientation, disability, or religious beliefs. We are proud of our diversity and see it as a genuine source of strength for building high-performing teams.

Key Accountabilities and Responsibilities

Client Strategy and planning
Manage and develop the relationship with Auto customers. Develop local value proposition to be included on the global tender.
Develop local business plan for increasing overall supply chain Share of Wallet and position Logistic & Services products.
Grow local presence across products with customers through new opportunities also through sub suppliers.
Define the local value proposition and work closely with local product organization to grow and deliver revenue growth supporting the local product P&L.
Responsible for Customer Satisfaction
Support the overall customer experience and support global value proposition.
Deliver client profitability as per budget.
Ensure successful business onboarding and contract compliance.
Customer Relationship
Position Maersk towards the local influencers of the global tender success and towards local decision makers on APA relevant products

Required Experience & Skills

10+ years in a customer facing sales role within the logistics industry; passionate about engaging and serving customers. At least 5 years Selling to MNC customers experience is essential with ability to understand how supply chain solutions may be leveraged to deliver strategic intent across all functions of a client's business. An expert understanding of logistics and service (all products especially Supply Chain Management/Warehousing and Distribution/eCommerce) and Ocean/forwarding products, solutions, pricing and terminology, in the local market and industry. Experience in the latest Supply Chain Development solutions and offerings would be a plus. Understands the competitive landscape and can adjust approaches to customers as a result. Proven track record of targeting, pursuing and winning large/medium opportunities, through both personal and collaborative selling efforts, in tendered environments through teamwork. Strong presence and ability to communicate / present / consult with decision makers. Familiar with solutions design and the complexity of matching client needs with flexible service offerings. Proven track record in a matrix, multi-cultural organization, building strong relationships and networking both locally and globally. Strong business acumen (ability to apply commercial and financial understanding of solution value to both customer and Maersk), with experience in the business development process, including client needs identification and solutions design. Well-developed, confident communication, persuasiveness, influencing, presentation and negotiating skills. Self-motivated and performance-driven; strategic thinking with both short- and long-term planning skills; strengths in time management with regards to managing multiple objectives and priorities Able to achieve results through result-oriented strategy, along with teamwork, positive spirit cross-functional cooperation. Strong client retention and relationship-building skills from past and present experience in business development and sales exposure. Confident in offering consultative recommendations to clients that would results in long-term strategic value across business units. Fluency in English and local language (where different) with ability to deliver clear communication on different organizational levels in both written and oral communications to gain buy-in and excitement with both internal and external stakeholders. Enjoy sales work and related reward/pressure. Client Development Manager

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