Regional Head, Global Key Account

Found in: Talent SG C2 - 3 weeks ago

Singapur, Singapore APL Logistics Full time

This position in Asia is supporting the Asia sub-regions in achieving the annual and long-term business development targets with the clear expectation to proactively drive the growth, direction and development of key strategic accounts (both targeted and active) for the assigned global accounts. The incumbent will help drive and change the way of thinking and acting with the customers moving from a tactical to a more strategic, aggressive as well as solution orientated commercial selling effort while improving the general value proposition. This role also entails overseeing the program management team for the overall service delivery of programs and customers experience to allow growth and expansion of the programs within the community.

Key Account Management & Business Development
- Oversee and ensure the execution of the functional roadmaps by the teams.
- Develop and implement strategic plans and planning process for assigned
global accounts; includes maintaining and growing existing relationships with
strategic accounts globally and support the organization's long term growth
plans.
- Direct the growth, management and deeper penetration of the region's new
market and key accounts; include collaboration with different teams to finalize
bids/proposals for submissions and propose price margins etc. to ensure the
most effective and competitive responses for new opportunities.
- Proactively identify new opportunities, increase the footprint of business and
solutions with assigned customers and ensure an attractive and sizeable pipeline
and high closing ratio.
- Drive the strategy and storylines associated with new business opportunities.
- Conduct regular review sessions to align with customers strategic objectives
and priorities, adjusting the company's value proposition accordingly, offering
continuous improvement and innovation.
- Assess and identify barriers to growth; recommend solutions and eliminate
these barriers.
- Collaborate across regions to focus on retention and growth of Global Key
Accounts (GKA).

Customer Success & Relationship Management
- Oversee the service delivery of regional customer programs for the assigned
key accounts.
- Review and agree with the Head of Program Management (PM) on the goals
and deliverables of PM team.
- Follow up with PM team regularly on [customer satisfaction and engagement
and ensure service levels provided to customers meet agreed SLAs and KPIs
while also enhancing profitability.
- Retain a leading position with major customers and aggressively grow the
medium size segment.
- Evaluate and create solutions, help design new products and services to meet
customers’ requirements and exceed their expectations; ensure solutions are
implemented successfully.
- Utilize technological tools to analyze customers' portfolio and innovate to
address customers' challenges.
- Act as the last point of contact for customers' disputes, lead investigations and
ensure resolution of service issues raised; introduce and ensure implementation
of corrective action plans where necessary.

Leadership & Financial Management
- Deliver on the revenue and contribution goals for the assigned key accounts
and budgets.
- Prioritize and ensure revenue leakage is below the agreed percentage.
- Establish KPIs and performance metrics for the team to ensure business
objectives are achieved.
- Lead, coach and build team capabilities to deliver and meet KPIs; optimize
allocated resources and scalability; ensure success and efficient operation of the
teams within the function.
- Identify skills gap of the team and work cross-function and/or with external
vendors where necessary to provide training and development opportunities to
the team to close performance gap.
- Share and drive best practices; review and update SOPs to streamline work
processes and improve work efficiency.
- Drive a culture of operational excellence.
- Work with sub-function Head to identify, develop and plan for succession of
mission critical roles.
- Provide regular updates to key stakeholders and Senior Leadership team on
teams' progress.

- Bachelor Degree or equivalent in Supply Chain Management, Business
Management, Marketing or related field.
- Minimum 10 to 15 years of experience in logistics or supply chain industry;
including 5 years of experience in Business Development at regional level.
Excellent communication, influencing and listening skills. Entrepreneurial
mindset and strong problem solving skills.
- Experience in creating and developing a high performance team with at least 5
years of experience managing a team of 4 to 10 direct reports.

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