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Regional Key Account Manager

Date: 22-Feb-2019

Location: Singapore, Singapore

Company: Panalpina

Req ID: 152086
Job Function: Energy Solutions
Full-Time/Part-Time: Full-time
Contract Type: Permanent
Job Level: Professional
Purpose of the role

The RKAM is responsible for executing the 3-year global account growth plan as brought forward by the Global KAM in alignment with Regional Head of EPS in his/her respective Region.

He/she must develop the customer growth potential by driving end-to-end and value added solutions selling across all Products and providing a unique customer experience with superior customer focus within the Region.

Key Tasks

Sales Management

* Line leadership of KAM team (if applicable)

* Ensure all global sales policies, processes and guideline relating to the global account are adhered to

Customer Engagement

* Drive growth of the Global Account by ensuring appropriate collaboration within EPS and across Product functions

* Strengthen the customer relationship by driving appropriate Panalpina and customer stakeholder engagement in the Region

* Focus on selling end-to-end and value added solutions across all Products according to the strategic priorities defined in the Account Growth Plan

* Personally engage with all Regional key decision makers of the Global Account

Sales Planning

* Communicate account growth plan across all Countries in the Region and drive execution personally or through Key Account management team where applicable

* Propose account targets for the Global Account per Product on Regional level to RHOEPS for the purpose of yearly target setting

Sales Review

* Attend monthly review meetings with GKAM and/or RHOEPS

* Review account pipeline (including RFQ’s), activities and performance using global standard reports and define corrective actions

* Review up-trading, down-trading, loss-making and newly gained trade lanes and projects on a monthly basis and take corrective actions where applicable

* Support GKAM in ensuring Monthly, Quarterly and Yearly Business Review (Strategic Business Review) meetings take place, are well-prepared and all relevant stakeholders involved in a timely way

* Support GKAM in ensuring minutes from Monthly, Quarterly and Yearly Business Review Meetings are distributed to all relevant stakeholders (Products, Regions, Sponsors, CCO) and corrective actions are followed up

* Ensure any concerns and/or complaints of the Global Account are timely escalated to GKAM and RHOEPS

Opportunity Management

* Ensure cross-selling across products, end-to-end value added solutions and up-selling of customs brokerage and transport insurance

* Support GKAM in ensuring Tender Management process is followed, including timely pre-RFQ strategy and alignment with Product

* Support GKAM in ensuring RFI & RFQ post-bid analysis is created and shared and corrective actions are aligned and agreed with Sales and Product functions

* Support GKAM in ensuring timely & proper handover of business implementation to BIM

Collaboration and Transparency

* Ensure account growth plan is understood and supported across the Region

* Use CRM for all opportunities, including timely entry and assignment of sales cycles (months ahead of receiving the RFQ from customer), setting correct volumes and flags

* Support GKAM in ensuring account executive sponsor is updated on RFQ’s, performance and corrective actions

* Share relevant market intelligence and best practices with GKAM and RHOEPS

Processes, Risk & QHSE Compliance

* Ensure SLA’s & SOP’s are on C-ODP and regularly maintained for all Countries in Region

* Support GKAM in driving contract negotiations to achieve best terms and conditions in accordance with company policy and ensure that signed contracts and addendums are properly stored in contract management system

* Ensure new global customer reporting standards are implemented and adhered to for all Global Account reports

* Drive data quality improvement in CRM

* Pro-actively escalate operational issues to GKAM / RHOEPS / RHoProducts, ensure resolution

* Perform assigned tasks to support Panalpina meets its objectives and targets regarding quality, health, safety and environment as documented in IMS and follow all requirements as set out in the QHSE policy

* Ensure that day to day activities embrace sustainability, health and safety, reducing the impact upon the environment, supporting the communities we work in and reducing incidents in the workplace

Key Performance Indicator

* Regional GP Performance of the assigned Global Account(s)

* Individual objectives as defined by RHOEPS and Global Key Account Manager

Skills & Competencies

Team Leadership

* Strategic and planning skills (ability to develop strategy and plan)

* Strong execution skills to deliver on growth targets

* Builds high performing workforce by identifying and promoting talent, hiring high performers

* Ability for systematic and rational analysis to identify the root cause of problems

Customer Orientation

* Focuses on the customer’s expectations and strategy and adapts approach accordingly

* Follows and acts on market trends and industry developments

Personal Excellence

* Takes ownership of managing the account (performance, financials, operational excellence)

* Good communication, presentation, negotiation and interpersonal skills

Educational background / Work experience

* Degree in Business Admin, Economics, Marketing or Logistics preferred

* Experience in Key Account role preferred

* 5 years of work experience (minimum)

Language skills

* Fluent in English is mandatory (written and spoken)

* Conversational in languages relevant for the assigned accounts

* Other languages (written and spoken) are a plus

Computer Literacy

* Good knowledge of Microsoft® Office Software (Excel®, Word, PowerPoint® and others)

* Good knowledge of Customer Relationship Management (CRM) tools

* Good knowledge of SAP®, or similar systems, for reporting and analysis