Key Account Manager Global Program (Consumer)
Johannesburg, Gauteng, South Africa | Vertrieb & Account Management | Vollzeit | req121409
If you have a proven track record in account management, a passion and excellent communication skills, we want to hear from you. Take your career to new heights! Position location is based in Johannesburg.
Your Role
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). 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 Ecosystem. 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 Accounts, in accordance with agreedtargets, goals and based on company guidelines, identifying customer needs,aligning and selling full range KN services.
- Understands the customers organization anddecision-making process.
- Understands the customers business model andbusiness environment as well as the competitive environment of the customer.
- Negotiates rates and service contracts withcustomers in alignment with the BU’s & FU´s and ensures all commercialrequirements are documented and maintained as needed.
- Understand at an expert level, the verticalservice offerings of KN.
- Complies with KN sales management processes and systems and ensures correct and timelyupdates (CRM/CoreLog system).
- Monitors monthly performance (pipeline, wins,losses, RFP opportunities, consulting activities,financial related including Days Sales Outstanding and Credit) against settargets, and ensures immediate actions taken in case of deviations (incl.timely / accurate reporting).
- Ensures that account plan is in place based on theKey Account Planning Process and template and signed off by therespective sales manager.
- Effectively hands over and transitions newbusiness into operations to ensure that customer requirements and KNcommitments are met.
- Conduct regular and structured review sessionswith assigned customers including process for continuous improvement andinnovation, review of customer strategy and priorities as well as operationalexcellence delivery.
Your Skills and Experiences
- Demonstrable experience withinthe logistics industry, or from within the relevant industry vertical.
- Strong leadership skills to drive key accountinitiatives across geographies and to establish a strong sense of direction andidentity for the team.
- In-depth knowledge of your specialist verticalsector.
- High Customer orientation and strong communicationskills for building collaborative and trusting relationships with keyinfluencers within the Customer organisation as well as within Kuehne+Nagel.
- Strategic and growth mind-set in proactivelydeveloping effective, long-term solutions for our customers, incorporatinglatest industry trends, and delivering continuous improvement.
- Willingness to nurture team engagement in buildinga strong global community of Colleagues and Customers that collaborate formutual success.
- Ability to communicate both verbally and in writing and able topresent and influence credibly and effectively at all levels including withsenior stakeholders; great stakeholder management skills – both internally and externally.
- Passionate about our Customers and Colleagues withsolid experience in a customer facing role.
- Fluency in written and spoken English are required.
