Key Account Manager

Sales Strategy

- Contribute to the sales strategy on assigned Corporate Accounts portfolio growth objectives

- Determine the strategies for the assigned Corporate Accounts portfolio;

- Ensure development of cross selling in Country;

- Build the wallet share of business for GEODIS with the assigned customer portfolio and their subsidiaries or affiliates.



Account Management

Ensure the development and maintenance of customer relationships and enhance overall client portfolio, safeguard sales revenue and ensure customer satisfaction

- Ensure increased consistency of services and pricing linked to "integrated solutions";

- Grow the share of business, as well as expand the relationships within the customer identifying influencers, gatekeepers, decision makers within the Vietnam but also to direct and align with Regional and Global KAM's to further penetrate the client organization;

- Deploy a strong consultative selling approach with assigned accounts to identify their supply chain challenges and develop value creating solutions that drive increased scope of engagement and share of wallet for Geodis;

- All account issues proactively managed and resolved using continuous improvement principles to enhance service levels;

- Improve client satisfaction based on formal feedback and surveys of your customers.



New Business

Ensure the identification and targeting of opportunities with customized propositions

- Provide support & leadership to local sales to develop business within portfolio of assigned clients;

- Participate to the VM Activities by supporting presentations to prospects and other clients and showcasing best practices & innovative solutions from your accounts;

- Work with VM manager to develop standardised offering from the customised solutions deployed on your customer;

- Engage with VM manager, product stakeholders, IT & management teams to create value adding service offerings that can be taken back to your clients;



Management Information

Gather, consolidate, analyse and report management information

- Use CRM for all RFQ's, calls and Meetings;

- Track key indicators such as volume, revenue, gross profit, manage yield;

- Gather and provide to the company feedback on competitor information through your ongoing contact with strategic customers assigned to your care;

- Provide timely and accurate reporting of relevant details as required and requested.



Business Planning

- Drive behavior towards strategic engagement and value creation for assigned portfolio of accounts and strategic targets;

- Manage pipeline size and quality.



Organizational Culture

- Embrace the 5 values of Geodis be an ambassador by demonstrating these values in everything you say and do.



Leadership

Steer, develop and motivate the local account managers to sell, maintain and support the assigned clients

- Customer cards in place and used to drive opportunities, innovations & growth strategy;

- Hands on Management of the accounts across [Country] using all standardized tools: QBR deck, Issue Log, Communication and Escalation Matrix, Monthly report... and ensuring same are maintained by local Account Managers.