Key Account Manager, Hanoi
Bollore Logistics Asia Pacific, Vietnam
Job Description
Consolidate knowledge on customer:
• Act as Bolloré Logistics main Sales entry point.
• Secure approved/Preferred vendor status from Key account.
• Consolidate and update customer knowledge (decision makers, influencers, volume potential, incumbents, industry challenges/opportunities, strategic expectation) and Bolloré Logistics performances.
Set Goals:
• Develop Bolloré Logistics market share and profitability through customer’s operations across the network.
• Develop and implement the sales action plan by monitoring own actions and those of the dedicated sales team, if any.
• Review Bolloré Logistics performance and quality indicators which have been contracted with customer.
Build action plan:
• Plan and monitor growth with the dedicated network sales team aligned with customers flows.
• Optimize sales awareness and development within network thru CRM.
• Lead direct actions with identified customer’s interlocutors.
• Define operational and pricing procedures and exercise authority over BU’s and agencies to have them applied.
• Plan monthly meeting to pilot growth and sales activities.
Increase share of wallet and achieve GM target:
• Secure locally controlled share of business manages local quotations and win ratio.
• Monitor GM monthly and achieve Locally controlled and Nominated Budget targets.
• Ensure disputes / complains are settled promptly amp; payments are received within credit limit amp; period.
• Ensure constant Value generation towards the customer’s business, through initiatives and projects.
Lead global tender:
• Lead local tenders or local part of regional/global tenders and participate to sign-off with respective MO parties.
• Design and present (delete Global) tenders to customers with supporting BL functions and expertise.
• Call on regional/corporate steering committee to arbitrate financial, sales or operational disputes linked to local or international contract management.
Requirements
- College or University Certificate major in Foreign Trade, Marketing or Business Administration is preferable.
- Good at English language amp; communication.
- Strong organizational and management skills.
- Experienced in managing global accounts and hunting new business in the pipeline.
- Good in communication and negotiation.
- Able to work independently or in group under high pressure.
- Experiences in import and export, freight forwarding or shipping lines.
Benefits
- Competitive salary, 13th month salary amp; Performance bonus (up to 3 months salary)
- Healthcare premium program.
- Training opportunities (internal, external, overseas). English, French amp; Yoga class.
- Holiday bonus amp; clothes bonus.