Key Account Manager

Job content

We are on the hunt for a Key Account Manager with responsibility primarily for driving new business but also retention and growth of the North East and Scotland’s existing key account portfolio. You’ll be targeting larger, multi modal accounts that have a strategic fit to our KN UK vertical industry focus. Your focus will be to exceed goals and consistently deliver Customer Excellence. Does this sound like you?
Your Role

You’ll be focussing on and selling to new customers within KN’s target sectors, as well as supporting key account retention and growth. Your target will be customers with complex multi-modal demands who require consultative solutions, so you’ll have practiced and skillful relationship management skills and an aptitude for dealing and collaborating with numerous key stakeholders.
Your Responsibilities

• Drive multi-modal new business development through acquisition of new Customers and identify Key target accounts that fit within KN+NextGen Strategy; you’ll also build and maintain a healthy multi-modal pipeline of key account level opportunities and retain and grow a multi-modal portfolio of existing Customers.
• Build a strong internal network at National, Regional and Global level to support growth of National (NA), Development (DA) and Global Account (GA) customers within your own portfolio.
• Act as the primary lead, major contact and the coordinator for all services and solutions across all Business Units, identifying customer decision making and organisational layers to enable you to build and maintain strategic relationships with key contacts within the customer’s organisation.
• Convert customer strategy and requirements into a formalised business plan (in line with Business Unit targets) and adjust and develop key account and operational network based on the customer’s needs.
• Maintain close communication with the customer, KN’s operational departments as well as the Excellence Manager (where applicable) to ensure mutual understanding of customer’s expectations and agreed procedures such as quarterly business reviews.
• Negotiate national (regional, global) terms & conditions, payment terms and rates in close alignment with respective Business Units, involving the Excellence Manager as appropriate. Ensure all relevant information, progress, wins and losses are documented and up to date in the CRM system for further management tracking and planning.
• Access and align with Executive Sponsor and ensure operational and strategic escalation via the defined escalation route.
• Report and review your own results and KPI‘s (contacts, opportunities, customer development) and the actions you are going to take on a monthly basis with your line manager as well as planning and organising international collaboration between customer’s and KN’s global organisation.
• Achieve annual GP and volume defined targets; comply with company guidelines and legal requirements (e.g. Code of conduct, competence catalogue, CoreLOG).
  
  

Your Skills And Experiences

• Demonstrable successful business development and account management experience or equivalent, able to demonstrate passion, drive, pro-activity and sound business acumen.
• Demonstrable success in delivering value added solutions to multinational, global and large scale corporate businesses.
• Consultative sales approach with a holistic approach to customer engagement, you’ll be unlocking value in customers supply chains. We’re looking for experience in delivering customer-focused solutions based on Customer needs.
• You’ll have excellent knowledge of the logistics industry, our products and our solutions.
• A confident and experienced communicator – on a daily basis you will be dealing with key stakeholders including at a senior management level. You’ll feel comfortable around higher management levels, and will be able to present confidently by talking their language and responding to their needs.
• We’ll also need you to able to negotiate skilfully in challenging situations, both internally and externally through winning concessions (without damaging relationships) and be able to build and maintain trust with Customers and all other stakeholders.
• A great team player with effective organisational and time management skills and an ability to adapt to effectively manage conflicting priorities and demands whilst delivering the desired outcome.
• We’re looking for a professional standard of ICT, numeracy and literacy. You’ll have advanced experience in MS Office and the CRM system.
• Full UK Driving Licence and able to travel when required.
  

Good Reasons to Join

If you want to play a key role in a dynamic, highly successful and customer centric National Key Account Management team then this role will really excite ambitious candidates with exceptional new business development skills and a Customer-centric approach. If you are keen to demonstrate how our Sales Team can shape the Customer-centric future of KNUK and drive forward our KN+NextGen Strategy then get in touch!! GB13007