This is a DHO role of Freight Forwarding LoB.
As a Global Key Account Manager, the position holder is responsible for the Worldwide coordination of the account, including Strategy definition, Inside sales, Operational Performance and Financial results.
He / she is representing Geodis for all aspects of customer relationship, being the central link to all functions.
The position holder is responsible for the following activities for Geodis SCO, in compliance with Group, SCO and Regional guidelines:
61Strategy definition and Customer Management
84Manage the overall health of the relationship to the customer and in SCO,
84Develop a complete customer card, communication matrix,
84Analyze full Supply Chain Customer spend to find new opportunities,
84Continuously develop the presence of Geodis within Customer organization,
84Constantly propose optimizations to Customer to improve the performance of the services, from a Customer and End customer perspective,
84Anticipate, understand and adjust organization to customer scope changes,
84Handle the Change Management Requests, addendum to contract / SOW with customer,
84Potentially Manage a team of Other KAM/regional KAMs supporting more than 1 account or a portfolio of accounts.
61 Inside sales
84Present internally the performance reached on the account, show trends and perspective: provide to SCO management a vision on the customer account, SWOT,
84Bring expertise, operational knowledge, leadership within SCO organization,
84Support on-demand requests to answer to other customer tenders,
84Support Procurement teams to define buying strategy,
84Animate internal teams, to reach expectations, growth with the customer in a dynamic and positive atmosphere.
61 Business development
84Identify external growth opportunities,
84Become the privileged stakeholder to the Global Business Development Team for China,
84Participate in local and regional meetings with targeted customers to support this business development
61Operational performance
84Manage escalations.
84In connection with the operational team, consolidate Indicators at WW level, track and challenge the operational performance, in order to meet or exceed the contractual objectives.
84Guarantee timely provision of Indicators, make sure he recognizes it.
84With the Procurement team, monitor the performance of suppliers.
84With Transformation Team, increase Supply Chain visibility for customers.
61Financial results
84Grow profitable revenue with the customer,
84Reach EBIT targets,
84Reach Overdue objectives,
84Improve DPO/DSO ratio, cash flow, on the complete account scope,
84Anticipate trends and provide visibility on accruals,
84Work with finance to build reliable P&L, perform a complete analysis of it, and initiate action to improve EBIT,
84Ensure invoicing process is in place, work with teams to automatize and simplify, quickly fix disputes.
Requirement
61Bachelor degree, 7/10 years of experiences in Sales/Business Development/Account Management functions.
61Good knowledge of Supply Chain
61High motivation and interested by all dimensions of the business (Commercial, Operational, Finance, Project).
61Will be expected to develop strong relationship with customer and create high level of intimacy.
61Capability to drive customer decisions. Willingness to challenge internal organization to reach
SCO objectives.
61Leadership, convincing, analytic view, pragmatic, dynamic