Account Manager

at  Logistics UK

ABOUT LOGISTICS UK

Logistics UK, formerly the Freight Transport Association is one of the biggest business groups in the UK, representing the entire industry with members from the road, rail, sea, and air industries, as well as the buyers of freight services such as retailers and manufacturers whose businesses depend on the efficient movement of goods.
An effective supply chain is vital to Keep Britain Trading, directly impacting over 7 million people employed in making, selling and moving the goods that affect everyone everywhere. With Brexit, technology and other disruptive forces driving changes in the way goods move across borders and through the supply chain, logistics has never been more important to UK PLC.

JOB SUMMARY

Working with all departments within Logistics UK to serve our membership across a defined geographical area, building relationships which place members at the heart of our business.
The successful applicant must be willing to travel regularly and be in close proximity to the M25.

The Membership Relations Manager (MRM) role is accountable for:

• Managing the relationship between Logistics UK and members and being the primary point of contact
• Developing and enhancing engagement with members.
• Providing effective solutions to members’ challenges, and.
• Minimising influenceable membership resignations.
• Winning, renewing, retaining and growing product contracts.
• Minimising the number of debtor days across allocated accounts.
• Maximising incremental sales revenue.
• Increasing product sales penetration.
• Increasing product profitability.
• Recruitment of new members.
• Ensuring that Logistics UK policy message is understood and supported by our members.

REQUIREMENTS

• Enthusiastic and confident with a target focussed, results oriented business style.
• Proactive and positive with excellent customer service.
• Knowledge and experience of the transport and logistics industry desirable.
• Demonstrable sales knowledge preferably including business to business sectors.
• Awareness of commercial pipeline management and development.
• Exceptional influencing and persuasion skills at all organisational levels.
• Effective negotiation skills and the ability to use the entire ‘product mix’ to deliver mutually beneficial solutions.
• Strong presentation skills and an ability to construct effective sales presentations.
• Developed and confident communication style.
• The ability to communicate at all levels with customers and internal colleagues.
• The ability to use different methods of communication (letters, reports, e-mail, telephone, presentations).
• Professional Competence desirable (CPC).

RESPONSIBILITIES

• Recruitment of new members to Logistics UK agreed targets where applicable.
• Up-sell and Cross-sell sales target revenue for existing Logistics UK products and services.
• New business sales revenue targets for new Logistics UK products and services.
• Manage a defined portfolio of accounts, retaining existing revenue and growing new revenue.
• Generate and pass commercial leads to the appropriate colleagues.
• Work collaboratively with the Contract Management team seeking and providing support as required to maximise revenue and where possible move from a transactional to contractual relationship with the member.
• Build cross functional relationships and networks within Logistics UK member companies to increase profile, engagement and commercial opportunity.
• Secure contract renewals in line with contract renewal objectives.
• Manage debt including invoice queries in line with specific debtor day and debt value targets.
• Meet with all allocated ‘core’ Logistics UK members a minimum of twice annually.
• Develop & maintain an account planning document for Logistics UK members where applicable.
• Present performance against target and action plans to line management as appropriate.
• Meet the KPIs set and monitored by the POD Dashboard or equivalent reporting suite.
• Maintain accurate volumes, timings and values for all sales opportunities.
• Complete visit reports, record and maintain other relevant information on Dynamics CRM system to ensure we hold as complete and accurate a picture as possible of our members.
• Deliver the objectives of Logistics UK marketing activity and marketing plans.
• Identify and communicate internally new product development opportunities.
• Attend exhibitions, events and seminars in connection with product sales, recruitment and networking.
• Promote Logistics UK as the UK’s leading trade association in the logistics sector.
• Share learning and best practice with other MRM’s, the wider Logistics UK sales team and internal colleagues.
• Disseminate information on Logistics UK members and the logistics marketplace to key Logistics UK colleagues.
• Uphold the reputation of the Logistics UK in line with our values.
• Commitment to personal development objectives.

The Membership Relations Manager (MRM) role is accountable for:

• Managing the relationship between Logistics UK and members and being the primary point of contact
• Developing and enhancing engagement with members.
• Providing effective solutions to members’ challenges, and.
• Minimising influenceable membership resignations.
• Winning, renewing, retaining and growing product contracts.
• Minimising the number of debtor days across allocated accounts.
• Maximising incremental sales revenue.
• Increasing product sales penetration.
• Increasing product profitability.
• Recruitment of new members.
• Ensuring that Logistics UK policy message is understood and supported by our members