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Regional Account Manager
2 months ago
About the role
Reporting to the Head of Healthcare Asia Pacific, this role will develop CEVA Logistics’ position in the Healthcare vertical through growing our existing Global and Regional portfolio, and new customer expansions in line with the company's operational and commercial commitments
What you will be doing
1. Perform lobbying actions
- Identify Key Account targets based in Asia Pacific region, identify decision-makers and influencers to achieve the widest knowledge possible
- Send sales leads to network in order to increase CEVA Logistics penetration in Asia Pacific
- Establish a referencing strategy for existing and new customers through a formal Account Plan
- Undertake necessary lobbying among prospective key accounts to promote CEVA Logistics and to obtain the opportunity to collaborate with customer's growth strategy through non-RFQ opportunities as well as participating in future tenders
- Ability to cross-sell air, sea, road & contract logistics
2. Commercialise and position CEVA's Healthcare Strategy and Value Proposition
- Represent CEVA Logistics to Healthcare Key Accounts whose reporting needs a centralized and collaborative action
- Represent CEVA Logistics to lead and participate in tender process (RFP/RFI/RFQ)
- Promote CEVA Logistics services and key Asia stations and regions
- Implement new business strategies to expand new customer base and to secure target prospects in healthcare vertical
3. Provide consistent tariff offers
- Determine a tariff policy in conjunction with Middle Office and Regional Sales Management and a consistent organization between various implicated sites
- Establish, confirm and update CEVA Logistics tariff offers and write contracts in coordination with Legal Services
- Answer to tenders with Tender Management Desk if needed
- Participate in conjunction with Purchasing Department to negotiation among Suppliers
4. Service support
- Transfer obtained contracts to Operations in order to ensure required customer quality service to customers
- Support services or operation sites via appropriate information on SOP to apply
- Intervene among sites and participate in dispute settlement
- Monitor customer account profitability and problems with site managers
5. Synthetize information through reporting
- Consolidate statistical elements from various operation sites and achieve a monthly regional reporting vision of our Healthcare business
- Report sales actions undertaken to perpetuate and develop Healthcare Key Customer Accounts
- Update CRM with weekly activities and key accounts monthly reports
Requirements
The successful candidate
Essential
- At least a Bachelor’s Degree in Business Management or related fields
- At least 10 years experience in a fast paced and dynamic MNC environment
- Knowledge of Pharma & Medical Supply Chains including awareness of Cold Chain Air, Ocean and Road
- Experience in freight-forwarding/logistics/warehousing business
- Experience in Key Account management and development, preferably with network/contacts of decision makers in Asia Pacific
- Strong sales skills, good analytical skills, business acumen
- Goal oriented and driven, motivated self-starter with excellent organization skills and ability to multi-task
- Positive, highly adaptable, with strong people skills
- Able to adapt to different and difficult situations, people, countries
- Innovative and has the ability to provide value added business solutions and alternatives
- Strong communication skills, written and presentation skills in English
