Strategic Account Manager

1 month ago

Port Melbourne, Australia Team Global Express Full time

About Us

Team Global Express is an Australian owned logistics business driving more sustainable transport solutions for our customers. Built on a 130-year-old history, our innovative thinking, assets, and capabilities support national interests, helping businesses operate efficiently. Our dynamic teams deliver across an expansive road, rail, air, and sea network, providing transport, logistics, and business solutions to customers throughout Australia and New Zealand.

Team Global Express is led by Christine Holgate, Group CEO, and backed by Allegro Funds, Australia’s most awarded transformation and turnaround private equity firm.

About the Role

Team Global Express (TGE) are seeking the support of a highly motivated Strategic Account Manager to join our vibrant sales team in Sydney. You will be responsible in achieving revenue growth and hitting sales targets whilst ensuring and maintain operational and commercial leadership to business unit stakeholders. The overarching goal of this role is to maximise GE’s profile, share of wallet and ultimately build customer loyalty through capable and practical commercial leadership as such that retention and expansion is optimised. Reporting to the Head of Strategic Accounts - Industrial and Manufacturing, you will also be responsible for developing, expanding, and solidifying long-term relationships within your remit that enables key business retention and expansion. This role requires someone with in-depth experience who is driven, passionate, organised, tenacious and solutions driven.

Primary Duties & Responsibilities
- Develop, implement, and review the customers growth and sales strategy.
- Build, sustain & expand executive-level relationships and contacts within the customer, beyond operational/procurement and transport functions.
- Driving sustainable growth: by seeking expansion of currents services and/or identification of cross-sell solutioning from incremental business units capability and features.
- Actively identifying key strategic imperatives and where / how GE can unlock and position for new business development opportunities via leverage of credibility developed through operational and or commercial leadership and support.
- Maintain the customers sales & revenue forecast, ensuring all existing and new opportunities are appropriately reported in CRM consistently and accurately, reviewed, and progressed within target timeframes.
- Maintain CRM hygiene as source of truth and core tool for information management.
- Actively champion internally for the customer at executive and operational levels in identifying and developing innovative solutioning for how we can better solve the customer’s challenges, expanding and ever changing business processes and commercial obligations.
- Own, lead and drive commercial discussions both internal and customer facing, ensuring hurdle requirements are met, supported and implemented.
- Engage and direct senior management for alignment of customer strategy to ensure alignment and support of customer requirements, scope and deliverables - operational and commercial.
- Set and drive scheduled, structured Monthly - Quarterly Business Reviews with appropriate stakeholders with reference to dashboard of KPI/DIFOT achievements.
- Identify and implement corrective actions, improvement plans in support of business unit should circumstances require as required or raised by customer.
- Drive and maintain leadership during tenders, ensure and guide the business to align with deadlines and strategy.

About You

With a passion and flair for sales and major account management you enjoy positioning complex B2B solutions to large customers in consultative selling environment that is complex and dynamic in nature. You are a process and structured driven individual with a background in solution development and cross function selling experience. Your analytical mind allows you to interpret data to develop creative and detailed solutions that align to business capability and strategy. Ideally you will come with in-depth (min 5yrs) experience within transport and logistics. Non-Industry expertise will be considered pending on your background and genuine desire for change and interest in the dynamic and fast paced transport and logistics field. Ideally you will already hold an existing and broad stakeholder relationship matrix from major corporations in the ANZ market and be confident in leveraging such as appropriate.

Qualifications & Experience:

- Extensive large, multi-dimensional account management experience.
- Extensive sales proposal and sales presentations skills.
- Strong relationship building experience from C-Suite down.
- Experience in responding to tenders along with contract and commercial negotiation experience.
- Experience developing strategies to retain and grow a customer portfolio.
- Strong track record in meeting and exceeding growth and business targets
- Demonstrated commercial acumen including customer and o

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