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Regional Key Account Manager, Asia Pacific

3 weeks ago

Singapore CEVA ASIA PACIFIC HOLDINGS COMPANY PTE. LTD. Full time

The position will be accountable for managing, directing and leading the CEVA Logistics programs for our Top Regional Client partners across the APAC region.

**Key Accountabilities**
- Identify global business opportunities that add value to our client’s programs whilst generating profitable sales that meet and exceed new business revenue and volume goals.
- Ability to understand unique customer supply chain requirements and drive a particular sector focus.
- Expansion/Growth is mission critical to the role. Senior relationship management and service execution are two key components to insure account expansion/growth is achieved.
- Retention is key to grow portfolio of business across all product/service types within CEVA.
- Drive collaborative efforts between country and product leaders within CEVA to meet the needs of customers.
- Prospecting for all potential opportunities and delivering compelling solutions, value and pricing
- Maintain an Account Plan for the customer that will encompass a strategic roadmap defining multi
- year growth, targets by key supply chain
- Execute Account Plans (forecasts, budgets and operating plans).
- Ability to work in a matrix organization along with virtual teams & build strong internal relationships with Sponsor / Global / Regional / Sector team leaders as required for the account.
- Build strategic relationships with key contacts within customer organizations to understand opportunities for creating value.
- Conduct regular business review meetings for all customers and drive meeting content to ensure operations, support and execution teams are present to support these reviews.
- Conduct quarterly business review (QBR) meetings including executive sessions for strategic alignment between CEVA and the customer.
- Responsible to communicate all expectations on these review meetings to the operations and support teams for implementation or improvements.
- Develop a deep understanding of business streams of each customer and a detailed Relationship Map for each Account designated using CEVA’s CRM system.
- Leverage on Sectors Focused Solutions to penetrate account growth and development (example: Use of case studies and key SMART solutions within CEVA)
- Work with implementation teams on new projects to ensure customer expectations are communicated.
- Work to define all customer reporting requirements with customer (Country/Regional/Global Levels and all KPI (Service Metrics) with customers to be reviewed in business meetings conducted.
- Lead and work with customer to resolve all contractual and commercial decisions in compliance with CEVA policies and terms.
- Accurate and timely update of all customer engagement activities and business development opportunities within C-View.

**Job Requirements**
- A good degree majoring in supply chain/logistics/transportation management/sales and marketing/international business
- Minimum 8 years industry experience with at least 3 years account management managerial and/or customer relationship management experience required.
- In-depth knowledge of all air, sea, ground and contract logistics products and services.
- Excellent planning, time management, collaboration, decision making, organization, presentation and negotiating skills.
- Strong background in sales and marketing and a proven track record in business development and growth.
- Demonstrated success in managing (KPI’s) Key Performance Indicators.
- Demonstrated success in problem solving through use of data and information metrics and improvement to performance process.
- Proficient in project management methodologies with a focus on managing solution driven strategy plans to achieve goals.
- Experienced in financial management (P&L's, Balance Sheets, forecasting and budgets) to effectuate return on investment.
- Manages complex or emotional customer situations promptly and professionally meeting commitments for service and assistance.
- Maintains stable performance under pressure or opposition; handling stress in a manner that is acceptable to others and the organization.
- Uses appropriate methods and a flexible interpersonal style to help build a cohesive team and facilitates the completion of team goals.
- Excellent presentation skills.