Key Account Manager
3 weeks ago
We are a globally active company – 39,000 employees worldwide are committed to the Rhenus Group.
As a Supply Chain Organization offering end to end services, we are committed to offer quality services as per agreed service levels managed through KPIs. We have committed to our large customers who are strategically important for the business, to have a single point of contact who will manage the relationship and deliver business growth YOY. The team of Professionals designated as Key Account Managers are entrusted with the delicate task of managing the interest of both the customers and Rhenus as an organization, build excellent relationships across the customer organization and ensure that any issues at the customer end are resolved timely and amicably to not impact the business adversely.
Principal Responsibilities:
Complete ownership of assigned customers
- of the Contract/agreement (agreed scope of work) with the customer. Signing of the contract and any additions / deletions though version control.
- and reporting the deviations in the Budgeted Financials and take immediate corrective action to control the deviations.
- new opportunities and getting business through deep selling and cross selling.
- all customers have agreed SOP/SLA/KPI prior to starting the operations.
- for resolving any service issues and commercials for any new activity out of the agreed Scope of work.
- mapping of assigned customers maximum within three months of handover/onboarding & ensuring accuracy / completeness of data and regularly control updates and their distribution to required stakeholders. Updating on an ongoing basis of changes at the customer end.
- Management (Key stakeholder mapping) with assigned customers at all levels (Decision makers/ Influencers and Key Management personnel at the customer end) maximum within three months of handover/onboarding.
- proposition to customers (monetary & non-monetary projects) with an objective of brick walling the business.
- Review of agreed KPI’s and deviations (if any) based factual data & opportunity discussion with all assigned customers. Minutes of the review meeting and completion of agreed tasks at both Customer and Rhenus end within the timelines.
- face to face customer meeting with assigned customers with a view to develop required level of customer comfort to optimize the business
- review with the Operations team to monitor KPI performance of individual customers and escalation to respective stakeholders for immediate corrective action.
- customer on Company's tools and technology; identify opportunities where Company's solutions and reporting can increase client satisfaction and/or drive operational efficiency
- with the customer on issues and trends which may impact the customer's business, provide suggestions to improve results for the customer.
Retention & Growth
- and Grow business from assigned customer portfolio.
- for business development and commercial management of assigned account(s).
- drive long-term strategic partnership with dedicated focus on cross-selling of integrated logistics solutions.
- Engage internal resources to present and align the Company's full menu of services and the corresponding benefits of each to the customer
- existing accounts with high potential and develop growth strategy.
- business growth of accounts in the portfolio in line with the given targets.
RFQ / Quotation / Commercial Management
- concurrent sales initiative from proposal stage through customer acceptance and implementation.
- in solution design and RFQ response process for all priority customers.
- with pricing departments & Inside Sales to arrange submission of pricing proposals for RFQ’s as well as regular rate enquiries.
- strong negotiation efforts to preserve business and securing contract agreements with customers.
- preparation and checking of contracts validity & YOY escalation.
Accounts Receivable Management
- minimization for the Assigned accounts
- timely submission of Bills as per SLA agreed with customer
- timely collection of payment as per the credit terms agreed with the customer
Sugar CRM
- data accuracy and completeness for all entries made in Sugar
- Customer profiles for all customers in the portfolio
- Opportunities & Contact reports as per defined KPI
- all activities in Sugar as per defined global standards
Others
- and facilitate New Customer Implementation to ensure smooth and seamless onboarding as per defined process for assigned customers.
- roll out of specific projects by means of engaging with customers (BY, TMS)
- Branding
- duties or responsibilities as assigned according to the team and/or country specific requirements.
Skills / Work Ex. / Qualifications:
- experience as Key Account Manager with minimum 5 years.
- in Key Accounts and providing solutions based on customer needs preferably in the logistics industry.
- communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
- organizational skills.
- in problem-solving and negotiation.
- High degree of organizational & administrative skills and ability to work on own initiative with minimum supervision.
- Experience in dealing with cross functional / diverse teams at senior levels.
- Ability to work in high paced, challenging environment
- Graduation/Post Graduation/MBA Degree.
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