Key Account Manager (Air freight)

Location Bangkok
Discipline Transport & Logistics
Job reference BBBH41305_1693969604
Salary Negotiable
Job Start Date
Consultant email [email protected]

The National Account Manager will manage multiple accounts across multiple Branches in their
country working in a coordinated effort with the Global Strategic Account Manager and Regional
Account Managers when these positions exist on the same account. The allocation of time for a
National Account Manager should consist of approximately.

  • 50-60% - Strategic Development and Initiatives
  • 40-50% - Tactical, Operational & Process Management


Job Description:

  • Manages overall business relationship; Customer Facing
  • Increased Consistency in Operational Performance
    • SOP Creation & Distribution
      • Ensure understanding by operations
    • Report Creation / Monitoring / Distribution
  • Improved Efficiency & Effectiveness
  • Market Analysis / Industry Awareness
  • Mentors & educates Local Account Managers
  • Drives collaborative efforts within team, supporting and sharing best practices in the following key areas
    • Customer Reviews
    • Strategic Business Plans
    • Value add Programs
    • Process Improvements
    • Bid Management
    • oTechnology Offerings

Core Elements

  • Strategic Business Plans
    • Clear Objectives
    • Real Measurable Goals
    • Ownership and Alignment
      • Geo / Product
  • Bid Management
    • Preparation
    • Strategy
    • Execution
    • Team Management
    • Solution Design
    • Rate discussions / revisions / updates
    • Contractual discussions and updates
  • Customer Experience
    • Consistency Across Accounts and Geographies
    • Improved competency
    • Speed of Response
    • Executive Alignment
    • Consistency of Account Management (at each level)
    • Market Analysis / updates
    • Claims
  • Value Add Programs
    • Innovation
    • Savings Tracker
    • Customer Engagement
    • Product Diversification
  • Process Improvements
    • Cycle Time Analysis / savings
    • Cost
    • Technology
    • Product
  • Customer Business Reviews
    • Branding
    • Formatting
    • Consistency
      • Content
      • Presentation
    • Value Tracking
  • Profitability
    • Yield/Margin Management
    • Market Competitiveness
    • Stakeholder Participation
  • Technology
    • Deployment
    • Integration
    • Customer Adoption

Organizational Structure & Compensation

  • National Account Manager Org Structure
    • Reports to Regional Sales Vice President, Sales Director, HCAM or RVP with a dotted line to the Regional Director Account Management
    • National Account Managers would have a dotted line to the Regional or Global Strategic Account Manager
  • National Account Manager Compensation
    • Commission
      • Paid on same schedule as Business Development
        • (Quarterly, exact schedule to be shared each year)
      • Correlated to GP, and only GP (no subjective measurements)
      • Percentages per Account will be individually assigned and agreed upon
      • National Account Managers are eligible for commission from company offices which reside in their region.
      • The company reserves the right to adjust percentages to compensate additional resources that may be added to the account as deemed necessary
    • Accounts Managed
      • Periodically accounts may be added and/or removed from an individual Account Manager. Reasons include, but are not limited to:
        • Shipment Volume / Workload
        • Change in Client Organization Structure
        • Account Needs (current or new accounts)

Qualifications

  • Excellent Organizational skills
  • Excellent written and verbal skills
  • Excellent presentation and interpersonal skills
  • Thorough knowledge of transportation industry logistics and freight forwarding
  • Thorough knowledge of successful sales techniques
  • Strong computer skills including Microsoft Office suite
  • Detail oriented, able to multitask and meet deadlines
  • Self-motivated, able to work in a team and independently