Business Development Manager - Key Accounts

Overall Job Purpose Executes global/regional sector strategy on country level (as aligned with global sector structure) Manages relationship with CSI/MNC as customer point of contact on country level Wins, retains and develops Strategic Customers Plans and manages accounts Coordinates with CRM’s on account planning, customer enquiries, business reviews, etc. Gathers customer and market information to update Product and Trade Lane on current conditions Qualifications Good understanding of sector issues in the global forwarding industry and knowledge on DGF products (AFR/OFR) and business models; experience with customers Customer management experience Ability to identify customer needs by gathering information and building long-term relationships Well-developed communication and presentation skills Reporting Lines Sector Head (solid) If no Sector Head, reports to Head of Key Account Management (solid); the same applies if no additional Sector Head justified as per span-of-control guidelines If no Head of Key Account Management, reports to Country Snr Director Sales (solid) Main Tasks & Key Responsibilities Manages relationship of a defined number of CSI/MNC and SC customers and prospects in a particular sector (serves as primary contact for the customer; coordinates the account e.g. with regards to Trade Lane involvement) Seeks and prospects for Strategic Customer targets to win new customers Ensures that Key Account activities are aligned with global/regional sector strategy Delivers the regional and/or country customer budget by maintaining a healthy pipeline, good contractual performance and proactive thinking Works on regional customer initiatives and for implementing global business plan contents Plans and manages accounts Collects relevant customer information for the RFI/RFP/RFQ and prepares documents for customer implementation in order to ensure proper operational handover and implementation to meet customer expectations (SLA's & SOP's) Coordinates with CRM’s on account planning, customer enquiries, business reviews, etc. Updates CRMs and executive sponsors at regular intervals, ensuring they have an awareness of business critical issues Consults CRMs and Sector Heads on potential solutions and best practice Show more Show less