Job description
This role will be responsible for overseeing and developing assigned Regional Account(s), and the complex external and internal relationships necessary to do so. This position is pivotal to the growth of the account & requires significant interaction with senior management throughout the region, as well as interface with, and leadership of, the KAM/Sales team members throughout the world.
As Regional Account Manager, you should be organized and able to analyze performance metrics. We also expect you to have good negotiation skills and the ability to foster relationships with customers. Ultimately, you should be able to facilitate communication with customers and build long-term relationships to achieve business goals.
Here at DB Schenker we believe that flexibility is important and our Smart Working approach empowers our employees with choice in where and when they perform their roles, to fit best around their work tasks, business needs and their personal lives. Smart Working will be different for each role but could include things like (up to) 50% remote working, core hours and flexible start and finish times. Please ask us during the interview process about how Smart Working could apply to this vacancy.
Understanding the opportunities the account presents and preparing annual planning for growth of business with the account
Growth of the regional account and delivery of financial metrics (revenue, volume, GP & DSO / Accounts Receivables where relevant) in line with agreed budget or development targets
Successful market planning, business development planning and ensuring the implementation of regional business opportunities, from initial opportunity creation to establishment of stable operation
Understanding where specific capabilities need to be developed in order to meet customer expectations, and identifying those needs to local / regional management
Serve as the focal point of contact for the customer's supply chain and procurement function, and develop & maintain strategic multi-level relationships with those responsible for the various logistics activities of the customer;
Be the internal consultant and coordinator for all aspects of business relationship & development with the Key Account;
Facilitate sharing of know-how about the Key Account
Manage overall account relationships with the Key Account to ensure excellent, long-term business relationships at all levels;
Responsibility for account development and growth including strategy mapping, account penetration, customer relationship management and business improvement initiatives including
Responsible for establishing and continuing leadership of a functional account management team in all required clusters and countries, in co-operation with the VM Head & local sales management;
Process lead and coordination role in the annual KAM budget and development planning process
Gathering information to provide a clear orientation of the customer's value chain
Identification, detailing and evaluation of business opportunities
Review (regarding general feasibility) and tracking of opportunities
Development of strategic focus areas (by product, geography, ...)
Respond to complex and sensitive logistics issues and questions; create innovative and profitable solutions in tandem with specialist departments within DB Schenker;
Involvement in pre-RFQ process
Provide schedule of forthcoming tenders
12 month forward tender planning
Regular updates to be provided (minimum 4 weeks notice required for each RFQ launch)
Involvement in RFQ launch
Minimum 5 years experience in the logistics industry, supply chain or in a sales environment
Knowledge and understanding of international logistics operations across multiple modes.
Strong leadership skills and strategic vision is required to establish account strategy and direction, including developing a target picture for future business with the account, developing strategies for producing the changes required to achieve the targets
Exceptional relationship management & communication skills to enable planning & budgeting, organizing & staffing, controlling & problem-solving.
Proactive behavior towards the Key Account and internal stakeholders.
Strong business acumen with the ability to influence outcomes across multiple locations.
Leadership and people management abilities & effective communication.
Project management experience.
Financial and process analytical skills desirable.
Ability to work effectively in a customer driven deadline environment;
Ability to work in a cross-functional, matrix & virtual environment.
Benefits:
- We’re strong believers in continual training and development for our people. After all, your success is our success.
- Our vacation and leave policies reflect our belief in proper work-life balance.
- Schenker Ireland offers all employees a contribution to our private health insurance scheme.
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