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Key Account Manager Industrials Global Account Program

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Kuehne+Nagel

10d ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Logistics
  • Melbourne

AI generated summary

  • You need 10+ years as a Key Account Manager, 5 in Industrial vertical; experience in mining/energy is a plus. Proven business development skills and stakeholder management are essential. Travel required.
  • You will manage key accounts, understand customer needs, negotiate contracts, monitor performance, ensure account plans, and conduct regular reviews to enhance operational excellence.

Requirements

  • At least 10 years of experience as Key Account Manager with minimum 5 years focus in Industrial vertical
  • Experienced with mining, energy sector would be advantageous
  • 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
  • Able to travel is mandatory

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 primary responsibility of the Key Account Manager in the Industrials Global Account Program?

The primary responsibility of the Key Account Manager is managing relationships with major industrial clients, guiding them through their commercial journey, and developing tailored logistics solutions to enhance operational efficiency and drive growth.

How many years of experience are required for this position?

At least 10 years of experience as a Key Account Manager is required, with a minimum of 5 years focused in the industrial vertical.

Is experience in the mining or energy sectors considered advantageous for this role?

Yes, experience with the mining or energy sectors would be advantageous for this position.

What tools or systems should the Key Account Manager be familiar with?

The Key Account Manager should comply with KN sales management processes and systems, including timely updates in the CRM/CoreLog system.

Will the Key Account Manager need to negotiate contracts with customers?

Yes, the Key Account Manager is responsible for negotiating rates and service contracts with customers in alignment with the business units and ensuring all commercial requirements are documented.

Is the Key Account Manager expected to travel?

Yes, the ability to travel is mandatory for this position.

How does the Key Account Manager track performance and ensure targets are met?

The Key Account Manager monitors monthly performance metrics, including pipeline, wins, losses, RFP opportunities, and financial-related indicators, and takes immediate action in case of deviations from set targets.

What kind of relationships should the Key Account Manager maintain?

The Key Account Manager should maintain direct and personal relationships with key customer stakeholders and manage account activities according to Kuehne+Nagel’s Key Account Program guidelines.

Are there opportunities for business development in this role?

Yes, the Key Account Manager is expected to have a proven business development track record, including up-selling and cross-selling logistics solutions.

What company values should an applicant consider when applying for this position?

Kuehne+Nagel values equal opportunity and is committed to diversity in its teams, welcoming contributions from all applicants.

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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.