The Global Key Account Manager Industrial (GKAM) is the lead senior sales position, responsible for a determined number of strategic customers as defined by the Group.
This position acts as the lead and coordinator of the synchronized sales campaign for a set number of strategic customers for vertical Market Line Industrial.
They accomplish this through the following list of responsibilities and activities.
Responsible to know the decision and organizational layer of the Strategic Customer and marries KN management with Strategic Customer management.
Together with sales management and Vertical Owner(s), create and manage the network of sales resources around the given. Strategic Customer(s)
Strong engagement in cross selling (Air, Sea, Road, CL, IL) and upselling (solution design). Strong organizational capabilities and ability to conduct project with functional management on different countries to capitalize on value creation opportunities.
Global Account plan jointly developed with the Vertical Owner(s). Set, meet and exceed business revenue goals agreed upon with the Vertical Owner of the strategic customer(s).
Act as the single point for the selling of all KN services and solutions across all business fields.
Drive the RFQ response for their assigned Strategic Customer(s), either as the lead or make sure regional support is assigned to drive offered business opportunity.
In the case of regional specific requirements or RFQ’s this would be taken up by local KAM assigned to the Strategic Customer, but drive and awareness is funneled through the GKAM).
Conduct regular review sessions and arrange at a minimum of one whiteboard sessions , (global discovery session) with their assigned strategic customer(s)
Build and maintain strategic relationships with key contacts within customer organizations to understand opportunities for KN.
Maintain close communication with customer and KN’s operations to assure uniform understanding of customer expectations relative to operational solutions, timeline, costs and results.
Direct operational issues to the correct operational owner.
Constantly update their own know-how and skills and look for market / vertical information, activities and development.
Vos compétences et expériences professionnelles
Degree in Business Administration, Trading and Sales,
Foreign Trade or compatible.
Master's in Foreign Trade with Specialization in Business Management.
Over 10 years of experience in Technical trading and sales airfreight, seafreight and contract logistics
Over 10 years of experience in Management of market line Industry concept
Knowledge of business segment
Knowledge of the main stages of the supply chain (international transport, customs clearance, warehousing, distribution)
Fluent French and English, other European Language desirable
Pour quelles raisons nous rejoindre
Rejoindre Kuehne + Nagel, c’est s’engager dans une entreprise labellisée Top employeur 2019 et être prêt(e) à relever les défis du futur.
Au-delà de rejoindre une équipe agréable dans un contexte stimulant, nous vous proposons : Intéressement et participation, Rémunération attractive composée d’un fixe et d’une prime sur objectifs, Véhicule de fonction, Formations tout au long de votre vie chez Kuehne + Nagel, Possibilités d’évolution en France et à l’international.