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