Key Account Manager Industrials Global Account Program

3 weeks ago

Melbourne, Australia Kuehne+Nagel Full time
Key Account Manager Industrials Global Account Program

Melbourne, Victoria, Australia | Vertrieb & Account Management | Vollzeit | SGI2125592

The Key Account Manager for the Industrials Global Account Program at Kuehne+Nagel Australia plays a pivotal role in managing relationships with major industrial clients. This position involves guiding clients through their commercial journey, focusing on business development and strategic partnerships. The manager is responsible for delivering impactful logistics solutions across various services and regions, ensuring that client needs are met with tailored strategies that enhance operational efficiency and drive growth. This role is essential for fostering long-term collaborations and positioning Kuehne+Nagel as a trusted logistics partner in the industrial sector.

Your Role The Key Account Manager (KAM) is responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to his/her dedicated portfolio of accounts in the assigned scope of responsibility (GKAM or Network KAM). Acts in that scope as the leading KN representative towards the customer across all KN services and business units, who qualifies account intelligence and translates same into addressable business targets. All captured in an evolving and agreed account plan/customer strategy process. Maintains and develops direct and personal relations with key customer stakeholders, and conducts key account management activities in accordance with KN’s Key Account Program guidelines. Has a strong reach across the KN network including business units and supportive functional units, expert ability to translate the customers' requirements into an achievable plan and align with the business units and supportive functional units to action such business opportunities. Your 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
Your Skills and Experiences
  • 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

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