National Key Account Manager
7 days ago
We are seeking a highly experienced National Key Account Manager to join our team at Hellmann Worldwide Logistics. As a key member of our sales team, you will be responsible for maintaining and growing our business with national key accounts.
Key Responsibilities- Maintain business with assigned national accounts, lead in business and performance reviews, and identify service issues to allocate the right resource for improvement.
- Generate new sales opportunities from existing customers and achieve yearly growth targets for strategic accounts.
- Follow the tender management process, conduct competition environment analysis, and negotiate strategy in alignment with products.
- Support the development of national business, especially auto vertical, priority LCL with multi-model freight products, and develop related solutions with the product team.
- Manage AR process, including due dates and credit limitations.
- Prepare, execute, monitor, and continuously improve account strategies/development plans/business plans for key accounts in your book of business.
- Conduct sales forecasting, planning, and budgeting processes and prepare corresponding reports on account status.
- Deliver personal sales plans in CRM and Corporate Planner.
- Work with the operational and solutions team to develop operationally and commercially attractive solutions that exceed customer expectations.
- Adhere to and execute sales strategy and sales as provided by global/regional/country sales leadership.
- Adhere to and execute binding guidelines and standards on sales-related structures and processes.
- Define succession/replacement, recruiting, and personnel development needs for direct reports and coordinate with HR.
- Support products in the enhancement of product/service portfolio and corresponding pricing.
- Drive and support products regarding individual product design for customers.
- Create written offers and offer/service presentations for customers in alignment with products.
- Ensure acquisition of new target customers and enhancement of existing customer relationships with the goal to retain and expand HWL business.
- Generate tender leads and support timely delivery of compelling and value-generating proposals.
- Identify and convert sales opportunities in collaboration with products.
- Maintain effective customer records in CRM systems (opportunities, visits, etc.).
- Negotiate contracts within commercial and operational parameters defined by product and in close alignment with products and geos.
- Ensure renegotiation of prices if necessary (triggered by product; within boundaries given by product).
- Serve as an escalation level for commercial and operational customer issues and assist with challenging client requests, as needed.
- Support local sales activities at SME customers within your area of expertise.
- Coordinate with product to clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
To be successful in this role, you will need:
- General Freight Forwarding/Sales Training.
- 8 years minimum experience in the freight forwarding industry.
- Experience/success in auto vertical projects and tender process management.
- Excellent negotiation skills.
- Excellent communication skills, both written and verbal.
Hellmann Worldwide Logistics is a leading global logistics company that provides exceptional customer service and innovative solutions. We are committed to building strong relationships with our customers and partners, and we are seeking a highly experienced National Key Account Manager to join our team.
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