Purpose of Position
As the International Key Account Manager your key role will be to retain and develop relationships with our large international customers. Acting as a key international logistics consultant to your portfolio you will be a driven and diligent individual with a strong knowledge of the global shipping industry and a passion for building long-term partnerships. This is a national role and flexibility to travel will be required.
Key Task & Responsibilities:
● Visiting all aligned customers in line with the agreed contact schedules. Each call having predetermined account management objectives, upsell development initiatives and international business updates
● Developing a detailed account development plan and roadmap to support the designated international portfolio revenuecontribution targets
● Maintaining comprehensive and up-to-date information on all aspects of the customer business via Salesforce, actions and initiative documents, presentations and customer files
● Managing the successful handover of new major international accounts from the international development manager or sales representative
● Supporting and leading where necessary the international tender process
● Establishing productive, professional relationships with key stakeholders in portfolio on a multi-functional and multi-level basis
● Identifying and developing any additional international revenue opportunities within the portfolio and their associated companies.
● Proactively assessing, clarifying and validating customer’s international needs and leads international solution development efforts that best address the customer needs while coordinating the involvement of all necessary company personnel
● Supporting the visiting and re-engagement of all lost international major customers and carrying out a detailed exit analysis. Maintaining regular contact to proactively try and regain the business
● Identifying and managing the resolution of international customer problems to underpin long-term account retention through facilitation with the International Operations team, International Customer Service team, Sales and CRM team and the Customer.
● Monitoring and maintaining international account revenue, profitability and seeking opportunity for improvements through regular rate reviews and renewals
● Preparing agendas, presentations and follow up meetings with minutes and appropriate record keeping
● Providing expertise and the necessary commercial lead or support during the new business phase, implementation phase and launch of new international strategic customer
Key Measures of Performance:
● Customer retention levels (accountsrevenue)
● Maintainedimproved account profitability
● Improved international revenue growth within portfolio
● Quarterly quote renewal impact report
● Upsell and regenerated revenue
● Customer satisfaction as measured by internal and external surveys and assessments