Key Account Manager, High -Tech Global Account Program, MV-KH

Kuehne+Nagel

Jun 28, 2024

Applications are closed

Job
Full-time
Junior, Mid & Senior Level
Sales & Business Development
£140K - £170K
Los Angeles

Requirements

Bachelors / First University Degree: International Studies, business, engineering
Masters / Second University Degree: Supply chain (Preferred)
Other Degree / Diploma: Supply Chain, consulting, selling skills
Project Management Experience: 2-5 years (Preferred)
International Experience 2-5 years
Leadership Experience: direct + virtual 0-2 years
BU / FU: Sales 5-10 years
Respective Industry 2-5 years
Consultative Selling
Negotiations and persuasion
Supply Chain - Logistics (broad knowledge of Air, Sea, Road, CL, IL)
Knowledge and proven experience within a broad range of vertical topics (incl. supply chain)
Proven business development track record (up and cross selling, solutions/consultative)
Able to manage internal and external stakeholders
Competitive in nature, will drive opportunities to a win
English Fluent
Ability to travel as needed per customer requirements (20-30%)

Responsibilities

Directly manages Key Account, in accordance with agreed targets, goals and based on company guidelines, eliciting customer needs and selling KN offer portfolio
Understands the customers organization and decision making process
Understands the customers business model and business environment as well as the competitive environment of the customer
Negotiates rates and service contracts with customers in alignment with the BU’s and ensures all commercial requirements are documented and maintained as needed by the BU’s
Understand, at an expert level, the vertical service offerings of KN
Complies with KN sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system)
Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting)
Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager
Effectively hands over and transitions new business into operations to ensure that customer requirements and KN commitments are met
Conduct regular and structured review sessions with assigned customers including; process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery

FAQs

What is the role of a Key Account Manager in relation to the customers?

The Key Account Manager is responsible for the end-to-end commercial customer journey, including relationship management and business development activities related to a dedicated portfolio of accounts. They act as the leading KN representative towards the customer across all KN services and business units.

What are the responsibilities of a Key Account Manager in terms of sales management?

The Key Account Manager directly manages key accounts, understands customer needs, negotiates rates and service contracts, complies with sales management processes and systems, monitors monthly performance against targets, ensures account plans are in place, and hands over new business to operations.

What skills and experiences are required for a Key Account Manager in the logistics industry?

A Key Account Manager should have a degree in International Studies, business, or engineering, experience in project management and international business, leadership experience, consultative selling skills, negotiation abilities, knowledge of supply chain and logistics, proven business development track record, and ability to manage internal and external stakeholders.

How much travel is required for a Key Account Manager in this role?

The Key Account Manager may need to travel as needed per customer requirements, which can range from 20-30%.

Kuehne+Nagel

We shape the world of logistics by connecting people and goods through innovative and sustainable logistics solutions.

Transportation

Industry

10,001+

Employees

1890

Founded Year

Mission & Purpose

Kuehne + Nagel, a global logistics company with a significant presence in the UK, specialises in providing end-to-end logistics and supply chain solutions. Their core services encompass transportation, logistics, and supply chain management, offering tailored solutions for businesses across various industries. The ultimate mission of Kuehne + Nagel is to facilitate seamless global trade and commerce by optimising and enhancing the efficiency of supply chains. The company's purpose is to act as a strategic partner for its clients, delivering reliable and innovative logistics solutions that enable businesses to connect with markets, optimise distribution networks, and achieve operational excellence.