MANAGER, KEY ACCOUNTS
Job Description
- Pursue and deliver profitable revenue and GP growth through identifying new customer targets and winning opportunities through developing understanding of customer requirements, win plan and collaborating closely with all internal stakeholders.
- Responsible for planning and execution of business development strategies and meeting revenue as well as profit growth targets.
- Drive growth via active portfolio and pipeline management.
- Be the subject matter expert in a select industry vertical market or customer solutions if appropriate.
- Develop and implement strategy considering TVS SCS capabilities and business plan to meet or exceed assigned sales targets.
- Identify and jointly develop differentiators with internal stakeholders that will increase our new business acquisitions and retentions e.g. IV specialisations and solutions etc.
- Identify business opportunities to grow key accounts by expanding service offering and follow up on execution.
- Establish and manage network of customer contacts in order to build relationships and trust between TVS SCS and the customer at various levels.
- Drive strategies to establish value-creating partnerships with customers.
- Transform discussions of potential opportunities into actionable future plans with customers.
- Maintain optimal sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
- Optimise GP and adjust selling prices by monitoring costs, competition, and supply and demand.
- Oversee coordination with relevant departments on meeting customers.
Job Requirements
- Maintain and update SOP for each secured customer and go through SOP with concerned operational parties to ensure that all understand the required processes.
- Facilitate in resolving service issues with the customer as appropriate and requested.
- Update all sales activities in Salesforce to ensure accurate and timely monthly sales reporting to the Country HOS and country/ GFS management.
- Develop and coordinate effective use of marketing collateral, materials and all customer related information with relevant team members in marketing and administration.
- Ensure company policies & procedures, confidentiality, legal and ethical guidelines, such as Delegation of Authority are clearly communicated and adhered to.
- Coach and guide new hires and junior team members for development and alignment.
- Observe and abide by the TSS-QEHSM-01.6 Roles, Responsibilities and Authorities outline in the QIMP Manual.
Educational qualifications preferred
- Category: Degree
- Field specialization: Marketing, Logistics, Supply Chain Management or equivalent
Required work experience
- Industry: Marketing, Logistics, Supply Chain Management or equivalent
- Years of experience: 10 to 12
Required Competencies:
- Strong knowledge of Pricing for Freight Cargo Services, Contract Logistics and other Supply Chain Solutions. Strong Customer Management. Strong Vendor Management. Strong Business Negotiaton. Strong Presentation. Good knowledge of Customer Management Systems including Salesforce and other engagement platforms. Working knowledge of Cargowise.
Required Knowledge
- Strong Service Orientation, Strong Change Management, Strong Strategic Planning & Execution.
Required Skills
- Strong Interpersonal Skills, Strong Teamwork, Good Creative Thinking and Innovation.
Required abilities
- Other: Good working relationships with customers, vendors & agents. Good market intelligence.