Strategic Key Account Manager - Freight Forwarding/Logistics

Job purpose:
Be responsible for the local development of assigned industry verticals included Renewal energy, Hi-Tech, Industrial and Automotive
Key responsibilities:
Strategy & Steering
- Manages relationship of a defined number of Global and Strategic Customers and prospects in a particular sector at country level local controlled
- Aggressively seeks and prospects for Strategic Customer targets to win new customers
- Understand vertical market trends and competitive landscape to identify new product opportunities and market segments
- Ensures that Key Account activities are aligned with global/regional sector strategy
- Delivers country budget by maintaining a healthy pipeline, good contractual performance and proactive thinking
- Plans and manages accounts
- Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's)
- Executive sponsors at regular intervals, ensuring they have an awareness of business-critical issues
- Consults Country Sales Head and Sector Heads on potential solutions and best practice Leadership in the matrix
- Foster collaboration between Geos/General Management, Products, Sales and Supporting functions ("matrix mindset")
- Provide functional direction / guidance on Sales matters and define functional development (e.g. training)
- Act as escalation level and support conflict resolution for conflicts/stalemates between Sales and Geo / Products / Supporting Function responsible on lower organizational level
Product Development & Pricing
- Ensure Sales' support for Products in definition of HWL products/service offerings and corresponding pricing (e.g. identify market/customer needs, collect lessons learned regarding product development and pricing from customers, steer development of cross product industry solutions)
Customer acquisition & implementation
- Ensure acquisition of new customers and enhancement of existing customer relationships with the goal to retain and expand HWL business
- Ensure generation of tender / standard sales leads
- Build and maintain strong, long-term relationships with selected key accounts and support sales teams on key client interactions
- Ensure appropriate negotiation strategy for tenders/standard sales opportunities within boundaries provided by product
- Ensure coordination of cross-product tenders (on global level: coordination support by Global OMT also for selected single-product tenders, in alignment with product)
- Support Global Key Account Management activities
- Ensure customer contract negotiation within commercial parameters defined by Product and in close alignment with Products and Geos
- Ensure renegotiation of prices with customers if necessary (triggered by Product; within boundaries given by product)
- Steer marketing activities (brand mgmt., fairs & event mgmt. etc.)