Key Account Director

Company Profile:
Executive recruitment specialist Monroe Consulting Group Vietnam is recruiting on behalf of a leading Chinese retail & ecommerce corporation. As the business keeps developing in Vietnam, our client is seeking a potential candidate for Key Account Director in logistics industry. The role is based in Ho Chi Minh City, Vietnam.
Job Summary:
The dedicated Key Account Director will be responsible for expanding client portfolio, establishing long-term good contract with key accounts, and contributing to sales growth in Vietnam via strategic planning and excellent project management.
Job Responsibilities:
1/ Customers (external)
- Identify, establish, and manage multi-tier relationships across customers and organizations to ensure a long-term business partnership and achievement of corporate goals.
- Build and maintain executive relationships within the designated Key Accounts (Local as well as Multi-National) customer accounts and Partners.
- Always provide customer-oriented service relating to specific sales and customer expectation issues.
2/ Reporting to the Regional Head
- Provide customer account revenue and activity reporting, as required by the Management team.
- Participate in and contribute to the development of strategies and approaches to maintain, protect, improve, and grow account sales & portfolio.
- Keep current and provide account strategy in line with country level business plans, ensuring profitable revenue growth.
- Provide country inputs to the development of account strategies.
- Implement agreed account sales and customer acquisition strategies set by the regional account team, ensuring targeted revenue and profitability levels are in line with agreed business plans.
- Drive sales improvement through regionally harmonized processes.
- Contribute to the regional bidding or RFQ process when requested.
3/ Communication
- Develop a working relationship with the relevant support sections e.g., GKAM Support Group, Operations to ensure they are kept up to date with all issues relating to the GKAM Customer accounts.
- Represent the customer in the solution/service development process, ensuring clear communication of customer expectations and requirements.
- Work together to strategically improve the overall competitive advantage of the customer and maximize the customer's lifetime value to corporate.
4/ Sales/Customer Account Development - Planning and Follow Up
- Formulate a personal sales plan that incorporates initiatives for identifying and gaining new business prospects and maximizes growth within the existing account base so that the required account sales results are achieved.
- Develop and implement a strategy to promote corporate programs and solutions to the assigned list of customer accounts.
- Implement global and regional account acquisition / development approaches and platforms.
- Display strong skills in global customer analysis to ensure that all customer requirements are being fulfilled.
- Manage and co-ordinate the agreed account initiatives, activities, and programs to retain and grow ongoing revenue and profit contributions.
- Develop plans to deny competitor penetration into the accounts.
- Co-ordinate the development and delivery of services and solutions that provide consistency and reusability to enable customers to achieve their corporate objectives and gain competitive advantage through corporate.
5/ Margins/Profitability Assurance
- Establish and implement a pricing review timetable that ensures improving margins from designated accounts.
- Adhere to regional standards on profit margins and discount guidelines.
- Ensure all customer agreements are cost-sensitive to ensure a suggested minimum pricing tariff is set and adhered too. Any deviations from this tariff requires management agreement and justification.