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Moteur de recherche d'offres d'emploi GEODIS

Regional Key Account Manager, APAC - Automotive M/F


Vacancy details

General information

Legal entity

GEODIS is a Supply Chain Operator ranking among the top companies in its field in Europe and the World. GEODIS, which is part of SNCF Logistics, which in turn is a business line of the SNCF Group, is the number one Transport and Logistics operator in France and ranked number four in Europe. The international reach includes a direct presence in 67 countries and a global network spanning over 120 countries.

Why join us ?

Transport and Logistics form a key sector in the world economy. As a major international player on this sector, GEODIS is geared to full satisfaction of all stakeholders, starting with its workforce, more than 39500 men and women worldwide who share the same values of commitment, innovation, trust, solidarity and passion that form the pillars of GEODIS corporate strategy.  

Reference

2020-5593  

Position description

Type of assignment

Full-time Regular

Function

Support function - Business Development

Job title

Regional Key Account Manager, APAC - Automotive M/F

Job description

1. BD Strategy
Contribute to the BD strategy on Global Accounts growth objectives
- Determine the strategies for the selected Global Accounts
- Ensure development of cross selling in Asia
- Build the wallet share of business for GEODIS with this customer AND its subsidiaries or affiliates

2. Account Management
Ensure the development and maintenance of customer relationships and enhance overall client portfolio, safeguard sales revenue and ensure customer satisfaction
- Ensure increased consistency of services and pricing linked to “integrated solutions”
- Grow the share of business, as well as expand the relationships within the customer identifying influencers, gatekeepers, decision makers within the region of APAC but also to direct and align with Global and Regional KAM's to further penetrate the client organization
- Deploy a strong consultative selling approach with assigned accounts to identify their supply chain challenges and develop value creating solutions that drive increased scope of engagement and share of wallet for Geodis.
- All account issues proactively managed and resolved using continuous improvement principles to enhance service levels.
- Improve client satisfaction based on formal feedback and surveys of your customers.

3. New Business
Ensure the identification and targeting of prospects with customized propositions
- Provide support & leadership to APAC BDs to develop business within portfolio of assigned clients
- Participate to the VM Activities by supporting presentations to prospects and other clients and showcasing best practices & innovative solutions from your accounts.
- Work with VM manager to develop standardised offering from the customised solutions deployed on your customer.
- Engage with VM manager, product stakeholders, IT & management teams to create value adding service offerings that can be taken back to your clients.

4. Management Information
Gather, consolidate, analyse and report management information
- Use CRM for all RFQ's and Meetings
- Track key indicators such as volume, revenue, gross profit, manage yield
- Gather and provide to the company feedback on competitor information through your ongoing contact with strategic customers assigned to your care

5. Business Planning
- Drive behavior towards strategic engagement and value creation for assigned portfolio of accounts and strategic targets;
- Manage pipeline size and quality.

6. Organizational Culture
- Embrace the 5 values of Geodis be an ambassador by demonstrating these values in everything you say and do.

7. Leadership
Steer, develop and motivate the country KAM's to sell, maintain and support the assigned clients.
- Regional and Country Customer cards in place and used to drive opportunities, innovations & growth strategy
- Hands on Management of the accounts across all APAC countries using all standardised tools: QBR deck, Issue Log, Communication and Escalation Matrix, Monthly report etc.

Applicant's profile

• Degree holder in related disciplines
• Minimum 10 years relevant experience in sales field with at least 3-year senior management position
• Experience managing automotive customers is highly preferred
• In-depth knowledge and experience with Freight Forwarding and Supply Chain Management
• Excellent command of spoken and written English and knowledge of any other APAC language is a plus
• Good negotiation & presentation techniques
• Well-versed sales techniques, consultative selling, customer psychology and purchasing patterns

Working time (%)

100

Position localisation

Position place

Asia, Singapore, Singapore

Location

Singapore / Shanghai

Candidate criteria

Minimum level of education required

BACHELOR'S DEGREE

Years of experience in similar position

Senior (more than 10 years of experience)