Global Key Account Manager
3 weeks ago
Beijing, Beijing Shi, China | Weitere Stellenangebote | Vollzeit | SGI2112407
The Global Project Logistics Key Account Manager is responsible and accountable for their assigned customer(s) within the Project Logistics Global Key Account Program. They lead the end-to-end commercial customer journey (any relationship management and business development activities) related to their dedicated portfolio of accounts. This spans from business plan proposal and support to execution of approved business plans, relationship-building to maintenance, process improvements to tracking results – activities resulting to high customer satisfaction, efficient and effective service delivery and maximum account profitability.
Your Role The Global Key Account Manage is expected to be a clear role model for Compliance and HSE topics, setting exemplary standards within the team. Your Responsibilities- Operational / Tactical duties
Propose, monitor and execute agreed business plan for assigned customers, ensuring continuous development and profitable growth
- Act 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.
- Capture the above in an evolving and agreed account plan/customer strategy process.
- Maintain and develop direct and personal relations with key customer stakeholders.
- Conduct regular and structured review sessions with assigned customer; introducing processes for innovation and continuous improvement
- Prioritize opportunities and assign teams to jointly develop these into firm project awards
- Coordinate tenders and bids to major potential customers including obtaining approval from relevant stakeholders, such as the IPMT
- Organize regular communication and meetings within Global Key Account Management Team, but also the other Development Functions
- Provide regular progress updates to Head of Global Project Logistics Business Development and select stakeholders (e.g. IPMT, Board)
- Leadership Responsibility
- Identify key countries/markets for assigned customer and assist building global development/account management teams
- Closely aligning strategic direction and team goals with the Global Head of Project Logistics Business Development
Actively engage internal subject matter experts with regular joint customer visits - Setting standards for usage, Compliance and HSE related matters
Fostering a collaborative environment between all Project Logistics Development Functions, Operations, Technology, Geographic and Technical Leadership - Financial Responsibility
- Define and maintain KPI for measuring team’s success (e.g. opportunity pipeline, win ratio, postmortem analysis)
Establish the short and medium-term budgets and financial plans for the assigned customer and communicate same with internal KN stakeholders - Guide the achievement of optional results, KPIs and ROI in line with the business targets and strategy
- Monitor monthly Gross Profit Development, identify deviations and weaknesses and implement corrective measures jointly with global or national management functions
- Strategic Responsibility
- Define the strategy (market potential / gap analysis / competitive landscape) and prioritize opportunities based on the Project Logistics Roadmap goals for assigned customers
- Support with creation of business and account plans for stakeholder engagement and decision making
- Build and maintain strategic relationships with (Global) key stakeholders of our Global customers
- Set-up executive review / strategy meetings with KN executive sponsor
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