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Key Account Management, Manager III (Germany)
Logistics
Hamburg, Germany

Description

The Key Account Manager will manage APL Logistics’ global supply chain solutions for our key customers. This will include achieving/exceeding customers’ expectations and driving process efficiencies in delivering relevant, effective service and solutions. In this role you will be responsible for all rate and contract negotiations for the dedicated Key Account(s). At the same time you will identify, develop and evaluate new business opportunities to expand the portfolio between APLL and the Key Account(s). The development/maintenance of a customer specific road map will support this aim. This will include defining the needs of process and systems solutions to meet the identified requirements of our Key Customer(s). It requires to work with internal teams e.g. Customer Solutions Group and Network Solutions Group when designing and specifying the tailored customer solution. As part of the EMEA Commercial team, Key Account Manager will extensively communicate with a wide variety of people, such as vendors, internal departments, client management and employees, at various levels of seniority. An excellent relationship with our Key Customers is vital aspect to fulfil above requirements. 

 

The Key Account Manager reports to the Head of KAM & LA Germany and is responsible for all business activities delivered by APLL to the assigned key customers.  

 

Primary responsibilities: 

• PNL: deliver the agreed budget for the assigned customers

• PNL: assure healthy A/R performance for the assigned customers

• Commercial growth: Define robust short/mid/long term account road map in accordance with APLL/EMEA strategy. On that basis, lead business development with the accounts to increase sales and further tie in the customers to APLL

• Lead rate negotiations with assigned customers

• Drive strategic stakeholder engagement

• Lead contract renewal/development with assigned accounts

• Facilitate excellent performance across all services delivered to our key customers

• Oversee delivery of new services/projects

• Contribute to APLL sales pursuits for other/new customers as SME  

KEY ROLE ACCOUNTABILITIES 

On-going activities: 

• Drive development of the dedicated customers PnL, meet agreed budget/target

• Develop new sales opportunities, aiming to increase customer engagement with APLL and to increase APLL’s profitability

• Manage pricing and contract negotiations

• Monthly review of financial results for key customer

• Develop and manage strategic customer road map to achieve operational and financial goals

• Develop, monitor and identify areas of improvement for the customer key process indicators as well as reporting

• Critically monitor and optimize continuously the implemented supply chain processes of the Key Accounts

• Lead the definition, design, development and documentation of identified solutions 

• Support the global Logistics Procedures (LP) documentation with the customer (incl. rate sheets), responsible to ensure regular customer sign off is in place

• Prepare and execute QBR’s with assigned accounts In case a Sponsor is nominated for the dedicated Key Account: ensure regular briefing of account details & development

• Ensure sufficient legal documentation in place between accounts & APLL in line with APLL legal guidelines 

Qualifications

YOUR QUALIFICATIONS: 

• Bachelor’s Degree / Master of Business Administration, preferred in Logistics

• The incumbent is expected to have deep retail vertical knowledge and domain expertise in multiple product specialization with at least 5 years of experience in the Key Account Management for Logistics, Transportation and International Business 

• Leadership mentality

• Ability to deal with different stakeholders and achieve desired results

• Passion for Service Excellence with a customer focus, drive for results

• Strategic, global perspective

• Analytical, problem solving skills and attention to details

• Superior presentation and communication skills

• Delegation both written and oral business acumen

• Strong time management

• Organization and planning skills

• Fluency in English and German

At APL Logistics we’re all here for a single purpose – to deliver. In return, expect us to be equally committed to delivering for you, too. Opportunities to grow and progress. Are you looking for a job that challenges and promotes your career growth? Apply. You’ll see how everything depends on our network of passionate colleagues, clients and partners.