Key Account Manager

General Description
This position is responsible for development and retention of designated Key Accounts as defined by the management team to achieve the desired growth.
Specific Accountabilities
Develop New Business: Approach DB Schenker defined Key Accounts active in South or North Vietnam to develop new locally controlled businesses.
Retention of designated existing Key Accounts in Vietnam through relationship.
Sales leads & Information sharing: Regular review of accounts development, feedback to Management Vietnam & overseas.
Account responsibility: Taking full responsibility for accounts financial outstanding, development, and growth, regular review of their account receivables.
Overseeing Account Operations: Review current practices & ensure SOP's maintained and followed.
Support Implementation: To support implementation of all new Key Accounts until handover to Operations and beyond.
Ensure regular Customer review Meetings
Regular Internal budget Reviews: Close review of the performance of your Key Accounts vs all their growth budgets set if any set.
Regular reporting structure: To maintain monthly KAM reports as required by GAM / RAM,
Regional Head Office & Management in Vietnam.
Review RFQ / RFI status; Ensure we are invited for RFQ's, / Tenders, Vendor meets for
other lanes / prepaid businesses, and global.
Pricing: Keep up to date on market rates and assist Product Managers desks during pricing reviews
Attend + lead internal KAMO sales review meetings, to discuss progress and strategies.
Cross Selling; Identify cross selling opportunities in Logistics, Air, Sea, Domestic, cross border, Sea/Air etc.
Ad-hoc assignments by superior
Measurement:
Business win in line with Sales Action Plan (new customer and business expansion)
New vs existing customer
Size of pipeline
Usage and accuracy of sales cloud
Number of Sales Visit per month
Number of Qualify sales leads generated for the network