Introduction


A Key Account Manager at DB Schenker plays a critical role in managing and nurturing key client relationships to drive business growth and ensure customer satisfaction


Responsibilities

Client Relationship Management:


Build and maintain strong relationships with key clients
Understand the clients' business objectives and logistics requirements
Act as a trusted advisor to clients, offering solutions to optimize their supply chain


Account Growth:


Develop and execute account strategies to grow revenue and profitability of portfolio including target setting and achievement of such targets
Identify opportunities for upselling and cross-selling DB Schenker's services
Negotiate contracts and pricing agreements with clients


Pipeline Management:


Build a robust growth and development pipeline by identifying and engaging potential opportunities in KAM portfolio
Manage and lead RFQ’s and tenders.


Collaboration with Internal Teams:


Coordinate with various internal departments, including operations, sales, and customer service, to ensure client needs are met
Provide guidance and support to operational teams to ensure service quality


Key Performance Management:


Develop, implement and present KPI’s on a regular basis to ensure service levels are met and exceeded
Address issues or concerns promptly and effectively
Identify opportunities for continuous improvement and implement accordingly


Market Analysis:


Stay informed about industry trends, market conditions, and competitors
Collect, analyse, and communicate customer, market and competitor information
Provide insights and recommendations to clients based on market intelligence


Reporting:


Prepare regular reports and presentations for clients and internal stakeholders
Track and report on account performance and progress toward goals


Qualifications


At least 10 years experience in direct sales of which at least 5 years should be managing Key Accounts
Degree or Diploma advantageous
Relevant technical and industry experience
Creation of market and competitor analysis in alignment with business intelligence / strategy team
Work off pre-set target customer list
Creation of activity reports within the CRM system
Maintain customer data in the CRM system
Conduct customer calls
Calculations, creation and coordination of offers
Creation of yearly sales planning for own customer portfolio
Customer orientated
Ability to grow current business
Internal cross functional partnership
Maintainance of current clients
Business Acumen
Build value based relationships
Personal influence, impact & disposition
Drive and deliver results
Good communication skills on all levels
Organisational skills 
Problem solving skills
Presentation Skills