Summary of the Position:

Manage the strategic relationship with the global and regional key accounts with a long-term perspective as well as grow/develop the accounts within the Kerry network. Secure regional key accounts to bring more synergies and profitability to the regional portfolio. The job involves working with regional and sometimes global accounts and necessarily covers a regional working area, which may also expand across borders when needed.

• Minimum number of Accounts: 5
• Number of sales calls per month : 15
• Minimum portfolio value : 2.5 Million USD

Responsibilities:

Manage the Regional (South East Asia) relationship with the global and regional key accounts with a long term perspective as well as grow/develop the accounts within the Kerry network.

Secure key accounts to bring more synergies and profitability to the regional portfolio.

Account Strategy

• Develop, implement and execute strategies for assigned global and regional key accounts, establish and execute annual account plans, in line with global sales strategy and market developments, in order to set realistic plans and safeguard and enhance revenue from global and regional key account.
• Identify and set realistic Revenue & Volumes
• Plan specific activities to ensure realization of the account strategy
• Continuously monitor own performance against account strategy and adjust actions or approach if necessary

Account Management

• Develop and maintain customer relationships, in line with SLA and customer needs, to enhance client portfolio, safeguard sales revenue and ensure customer satisfaction.
• Function as first line of contact and cooperate with all departments within Kerry network to ensure optimal customer service. Document actions taken in Zoho
• Ensure awareness on Global account within the network, act as ambassador for Global account
• Monitor the performance of Kerry on specific contracts: Monitor reports, identify shipment exceptions, rectify potential service failures, ensure complaints handling
• Monitor and analyze customer's volumes, revenue and profitability
• Proactively contact and meet customers to identify and prevent issues
• Identify cross selling opportunities and develop and present additional suitable profitable business solutions

Tender Management

• Identify and pursue tender opportunities within allocated global and regional key accounts, in line with Global Tender Process, in order to further develop the account
• Allocate tender to correct Tender team, in line with tender process, and ensure correct hand over of customer information
• Manage the development of VP and presentation to customer

Credit Management

• Check and monitor creditworthiness of customer, in line with credit management policy and in cooperation with the finance department, in order to minimize business risks.
• Contribute to the analyses and solving of payment issues with allocated existing customers in cooperation with finance department
• Document actions taken in Zoho

Business Solutions

• Identify and initiate new opportunities to meet customer/prospect needs, in cooperation with Business Solutions departments, IT and OPS, in order to be able to meet customers current and future needs
• Identify gaps and opportunities in Kerry services and advise Business Solutions department
• Develop Value Proposals in cooperation with Business Solutions department
• Identify and initiate new e-services opportunities to E-services management
• Drive the innovation process, the Innovative Collaboration Partnership, towards and together with the customers in a proactive manner.

Management Information

• Submit management information related to performance as well as the opportunity pipeline for assigned accounts, to enable the Global Accounts Manager to steer and take corrective actions if applicable.
• Generate performance report from FMS and analyze findings
• Identify trends and propose corrective actions, if applicable

Requirements:

• University degree or equivalent
• This individual should have senior level management experience, as well as be familiar with the principles and practise of supply chain management.
• Sales experience and working knowledge of the international freight forwarding and logistics industry preferred. Familiarity with the financial aspects of the relevant local economy as well as international market conditions and trends, and international business issues, including currency factors and cultural differences.
• Supply chain management, logistics
• Deep branch knowledge, if responsible for a market segment
• Good negotiation techniques
• Good sales techniques; concept sales, customer psychology and purchasing patterns
• Project management skills
• Proficient in Microsoft Office (Excel, Powerpoint and Words)
• Fluent in local language, comfortable in English and other languages that the job requires to manage customer and other contacts
• Excellent presentation techniques