Key Account Manager Aerospace Global Account Program

at  KuehneNagel

If you have a proven track record in account management, a passion for Aerospace, and excellent communication skills, we want to hear from you. Take your career to new heights !

YOUR SKILLS AND EXPERIENCES

• Demonstrable experience within the logistics industry, or from within the relevant industry vertical.
• Strong leadership skills to drive key account initiatives across geographies and to establish a strong sense of direction and identity for the team.
• In-depth knowledge of your specialist vertical sector.
• High Customer orientation and strong communication skills for building collaborative and trusting relationships with key influencers within the Customer organisation as well as within Kuehne+Nagel.
• Strategic and growth mind-set in proactively developing effective, long-term solutions for our customers, incorporating latest industry trends, and delivering continuous improvement.
• Willingness to nurture team engagement in building a strong global community of Colleagues and Customers that collaborate for mutual success.
• Ability to communicate both verbally and in writing and able to present and influence credibly and effectively at all levels including with senior stakeholders; great stakeholder management skills – both internally and externally.
• Passionate about our Customers and Colleagues with solid experience in a customer facing role.

YOUR ROLE

The Key Account Manager (KAM) is responsible for the end-to-end commercial customer journey (any relationship management and business development activities) related to his/her dedicated portfolio of accounts in the assigned scope of responsibility (GKAM or Network KAM). Acts in that scope as the leading KN representative towards the customer across all KN services and business units, who qualifies account intelligence and translates same into addressable business targets. All captured in an evolving and agreed account plan/customer strategy process. Maintains and develops direct and personal relations with key customer stakeholders and conducts key account management activities in accordance with KN’s Key Account Ecosystem. Has a strong reach across the KN network including business units and supportive functional units, expert ability to translate the customers’ requirements into an achievable plan and align with the business units and supportive functional units to action such business opportunities.

YOUR RESPONSIBILITIES

• Directly manages Key Accounts, in accordance with agreed targets, goals and based on company guidelines, identifying customer needs, aligning and selling full range KN services.
• Understands the customers organization and decision-making process.Understands the customers business model and business environment as well as the competitive environment of the customer.
• Negotiates rates and service contracts with customers in alignment with the BU’s & FU´s and ensures all commercial requirements are documented and maintained as needed.
• Understand at an expert level, the vertical service offerings of KN.
• Complies with KN sales management processes and systems and ensures correct and timely updates (CRM/CoreLog system).
• Monitors monthly performance (pipeline, wins, losses, RFP opportunities, consulting activities, financial related including Days Sales Outstanding and Credit) against set targets, and ensures immediate actions taken in case of deviations (incl. timely / accurate reporting).
• Ensures that account plan is in place based on the Key Account Planning Process and template and signed off by the respective sales manager.
• Effectively hands over and transitions new business into operations to ensure that customer requirements and KN commitments are met.
• Conduct regular and structured review sessions with assigned customers including process for continuous improvement and innovation, review of customer strategy and priorities as well as operational excellence delivery.