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You will be part of our Sales + Marketing team, adding your consultative selling expertise + skills to the delivery of business growth.
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
Knowledge and proven experience within a broad range of vertical topics (incl. supply chain)
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
Good Reasons to Join
We are looking for individuals who have demonstrated skills in consultative selling in the supply chain solutions. In return, you will gain access to professional development opportunities and international exposure in a team-based environment. To find out why Kuehne+Nagel is the best place for a successful professional career, start a conversation with us and click apply today!
Kuehne + Nagel is an equal employment/affirmative action employer. If you require an accommodation for any part of the online application process due to a disability, please contact the Employee Services HR Help Desk at 1-800-267-1326 during the hours of 8:00am - 5:00pm EST; Monday through Friday or via e-mail at: HR.helpdesk@kuehne-nagel.com with the nature of your request. We will answer your inquiry within 24 hours.