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Regional Account Manager
2 weeks ago
STRATEGIC
- Serve as the focal point of contact for the customer's Regional Offices, and develop & maintain strategic multilevel relationships with those responsible for the various logistics functions of the customer
- Be the internal consultant and coordinator for all aspects of business relationship & development with the Key Account in the region
- Facilitate sharing of knowhow about the Key Account with the rest of the Key Account team
- Be the regional point of liaison with the Key Account on all businessrelated matters pertaining to overall business process & implementation, including new potential business, commercial issues, scope of agreement, business improvements, & ongoing performance
- Manage regional account relationships with the Key Account to ensure excellent, longterm business relationships at all levels throughout the region
- Responsibility for account development and growth throughout the region, including strategy mapping, account penetration, customer relationship management and business improvement initiatives including:
- Responsible for establishing and continuing leadership of a functional account management team in all the region and countries / locations, in co-operation with the Vertical Market Head, Global Account Manager & local P&L's
- Regional coordination role in the annual KAM budget and development planning process
- Gathering information to provide a clear orientation of the customer's value chain within the region
- Identification, detailing and evaluation of business opportunities in the region
- Review (regarding general feasibility) and tracking of opportunities
- Codevelopment of strategic thrusts in the region, together with the Global Account Manager (by product, geography, etc)
- White spot identification (matching of topdown potential and current DB Schenker turnover => "white spots") and their economic evaluation
- Maintain an overview of account status in the region at all times and report as required
- Strategically partner with all pertinent internal country organizations, divisions and Business Units to ensure aligned business development, and consistent service and growth
- Internal communication to key DB Schenker management to ensure clarity and alignment of all resources and infrastructure
- Assist in the implementation of Key Performance Indicators and benchmarks; use of these indicators to monitor and report on performance, as required.
TACTICAL
- Respond to complex and sensitive logistics issues and questions; create innovative and profitable solutions in tandem with specialist departments within DB Schenker
- Build on current operations to provide new ideas and initiatives to increase business
- Involvement in operation matters:
- Assist to resolve customer operations escalation together with the Control Tower Team
- Involvement in preRFQ process
- Assist in the provision of a schedule of forthcoming tenders
- 12 months forward tender planning
- Regular updates to be provided (minimum 4 weeks' notice required for each RFQ launch)
- Involvement in RFQ launch:
- Ensure "quick scan" is completed including business intelligence and strategic value
- Assist in proving "higher" interest in case Product Manager / Business Unit rejects tender
- Act as regional case owner for contract issues as defined in the SOP
- Involvement in postRFQ process:
- Assist postmortem analysis for all tenders (won, lost)
- Support the implementation of new business won
- Arrange & participate in Business Reviews with the customer and regional and country operations and business leaders
- Interact with the Key Account to proactively drive business development through regional meetings, workshops, sales calls, and other means
- Exceptional relationship management & communication skills to assist with planning & budgeting, organizing & staffing, controlling & problemsolving
- Key Account Management at a regional level and possibly global level
- Strong business acumen with the ability to influence outcomes across multiple locations
- Leadership and people management abilities & effective communication
- Project management experience preferable
- Excellent financial and process analytical skills
- Ability
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