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National Key Account Manager
1 month ago
We are seeking a dedicated and 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 business with assigned national accounts, leading in business and performance reviews, and identifying service issues to allocate the right resources for improvement.
About the Responsibilities
Some of the key responsibilities of this role include:
- Maintaining business with assigned national accounts, leading in business and performance reviews, and identifying service issues to allocate the right resources for improvement.
- Generating new sales opportunities from existing customers and achieving yearly growth targets for strategic accounts.
- Following the tender management process, conducting competition environment analysis, and negotiation strategy in alignment with products.
- Supporting the development of national business, especially auto vertical, priority LCL with multi-model freight products, and developing related solutions with the product team.
- Managing the AR process, including due dates and credit limitations.
- Preparing, executing, monitoring, and continuously improving account strategies/development plans/business plans for key accounts in your book of business.
- Conducting sales forecasting, planning, and budgeting processes and preparing corresponding reports on account status.
- Delivering personal sales plans in CRM and Corporate Planner.
- Working with the operational and solutions team to develop operationally and commercially attractive solutions that exceed customer expectations.
- Adhering to and executing sales strategies and sales as provided by global/regional/country sales leadership.
- Defining succession/replacement, recruiting, and personnel development needs for direct reports and coordinating with HR.
- Supporting products in the enhancement of product/service portfolios and corresponding pricing.
- Driving and supporting products regarding individual product design for customers.
- Creating written offers and offer/service presentations for customers in alignment with products.
- Ensuring the acquisition of new target customers and enhancement of existing customer relationships with the goal to retain and expand HWL business.
- Generating tender leads and supporting timely delivery of compelling and value-generating proposals.
- Identifying and converting sales opportunities in collaboration with products.
- Maintaining effective customer records in CRM systems (opportunities, visits, etc.).
- Negotiating contracts within commercial and operational parameters defined by products and in close alignment with products and geos.
- Ensuring renegotiation of prices if necessary (triggered by products; within boundaries given by products).
- Serving as an escalation level for commercial and operational customer issues and assisting with challenging client requests, as needed.
- Supporting local sales activities at SME customers within your area of expertise.
- Coordinating with products to clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
About You
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.
About Our Company
Hellmann Worldwide Logistics is a global logistics company that provides the best Freight & Logistics services. We are a supportive business that provides a competitive remuneration package, employee bonus scheme, and strong and supportive leadership team. We always look internally before advertising externally for open positions within the company. We have a flexible work-life balance scheme and a safe, multi-cultural, inclusive environment where everyone is respected. We are an equal opportunity employer.
