Senior Manager

4 weeks ago

George Town, Penang, Malaysia DB Schenker Full time
Senior Manager - Key Account Management, Vertical Technology (Supply Chain)

Responsible for Key Account Management, Business Development and Commercial management of assigned clients at cluster level. This position is pivotal to propel the growth of client relationships with focus in cross-selling integrated freight and logistics solutions. It requires effective communication and engagement with clients and alignment with internal key stakeholders across product management, functional and regional teams.

Key Outcomes

  1. Enhancing and enabling profitable business growth, retention and new business acquisition within the cluster in collaboration with product and functional teams.
  2. Understanding client's expectations, pain points and identifying specific solutions to address their requirements.
  3. Managing client's Service Level Agreements, Customer Satisfaction and strength brand loyalty.

Main Tasks

Accountable

  1. Serve as the focal point of contact for the Key Accounts assigned, develop and maintain strategic/operational multi-level relationships.
  2. Be the point of liaison with the Key Accounts on all business-related matters pertaining to the overall business growth, including identification of potential new business opportunities, RFQ/RFI management, contractual agreement and service level performance.
  3. Develop Key Account Development Plan including mapping out client's value chain, our competitive landscape, account penetration strategy, customer relationship matrix and our value selling propositions.
  4. Prepare annual Key Account budget with close monitoring to meet or exceed plan.
  5. Manage client's service escalations and work jointly with internal stakeholders for effective issue resolution.
  6. Support the implementation of new business won.
  7. Organize Business Reviews and Workshops with clients as required.

Responsible

  1. Achieve sustainable growth in terms of volume, revenue and GP.
  2. Update CRM SalesCloud to reflect the latest Customer profile, Account Development Plan, pipelines and results.
  3. Manage account receivables and meet overdue targets.
  4. Manage and grow relationships with key clients, ensuring their needs are met and identifying new business opportunities.
  5. Lead the sales efforts for vertical technology products or services, including sales planning, forecasting, and execution.
  6. Collaborate with cross-functional teams (sales, marketing, product, etc.) to deliver tailored solutions to clients.

Qualifications

  1. Minimum of 10 years of experience in sales, key account management, or sales planning within the supply chain or logistics industry.
  2. Requires a balance of 60% Farming and 40% Hunting.
  3. Must have experience managing multiple Key Account Management (KAM) clients and outdoor sales.
  4. Must have experience handling Air/Ocean logistics or Air/Contract Logistics, as well as Land transportation.
  5. Must have knowledge of 3PL (Third-Party Logistics) and logistics products.
  6. Ability to understand customer needs, identify opportunities for cross-selling and upselling, and ensure the timely execution of contracts and agreements.
  7. Comfortable travel within Malaysia and Singapore, possess your own car.
  8. Proactive, self-motivated, and results-driven with a continuous improvement mindset.
  9. We are looking for a person who is driven by sales and seeks long-term employment opportunities.
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