National Key Account Manager
4 weeks ago
About us
Hellmann Worldwide Logistics is a global logistics company that values relationship and customer service. We are a team of caring, entrepreneurial, and forward-thinking individuals who strive to deliver exceptional results.
About the job
We are seeking a dedicated and experienced National Key Account Manager to join our team in Brisbane. As a key account manager, you will be responsible for maintaining business with assigned national accounts, leading in business and performance reviews, and identifying service issues to allocate the right resource for improvement.
Responsibilities
- Maintain business with assigned national accounts, lead in business and performance reviews (MBR, QBR), and identify service issues to allocate the right resource for improvement.
- Generate new sales opportunities from existing customers and achieve yearly growth targets of strategic accounts.
- Follow the tender management process, conduct competition environment analysis, and negotiation 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 products and in close alignment with products and geos.
- Ensure renegotiation of prices if necessary (triggered by products; within boundaries given by products).
- 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 products to clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
- Other tasks and responsibilities as assigned by Hellmann AU management.
About you
We will help you be successful in this role. To start, 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.
Your professional presentation and communication skills, along with true passion for providing exceptional customer experiences, will play a major role in achieving success, both professionally and personally.
About our benefits
We offer a competitive remuneration package, employee bonus scheme, strong and supportive leadership team, and a safe, multi-cultural, inclusive work environment where everyone is respected.
About the next steps
If you are excited by this fantastic opportunity and have what it takes to excel within this business, then click APPLY NOW.
Hellmann Worldwide Logistics is an equal opportunity employer.
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