Regional Accounts Manager | Logistics Industry

Summary

Responsible for managing and developing assigned Global Account(s) at the Regional level, and the complex external and internal relationships necessary. This position is pivotal to the growth of the account and requires significant interaction with management throughout the region, as well as interface with, and leadership of, the KAM/Sales team members throughout the region. It is functionally responsible for the Regional Account Manager for the account.

Key Outcomes

• Understanding the opportunities the account presents and assisting the GAM in preparing annual planning for growth of business with the account within the region
• Growth of the account and delivery of financial metrics (revenue, volume, GP & DS/ AR where relevant) in the region in line with agreed budget and development targets
• Successful market planning, business development planning and ensuring the implementation of regional business opportunities, from initial opportunity creation to establishment of stable operation
• Understanding where specific capabilities need to be developed in order to meet customer expectations and identifying those needs to local or regional management

Specific Accountabilities:

STRATEGIC

• Serve as the focal point of contact for the customer's Regional Offices, and develop & maintain strategic multi-level relationships with those responsible for the various logistics functions of the customer
• Be the internal consultant and coordinator for all aspects of business relationship & development with the Key Account in the region
• Facilitate sharing of know-how about the Key Account with the rest of the Key Account team
• Be the regional point of liaison with the Key Account on all business-related matters pertaining to overall business process & implementation, including new potential business, commercial issues, scope of agreement, business improvements, & ongoing performance
• Manage regional account relationships with the Key Account to ensure excellent, long-term business relationships at all levels throughout the region
• Responsibility for account development and growth throughout the region, including strategy mapping, account penetration, customer relationship management and business improvement initiatives
• Responsible for establishing and continuing leadership of a functional account management team in all the region and countries / locations, in co-operation with the VMM, GAM & local P&L's
• Regional coordination role in the annual KAM budget and development planning process
• Gathering information to provide a clear orientation of the customer's value chain within the region
• Identification, detailing and evaluation of business opportunities in the region
• Review (regarding general feasibility) and tracking of opportunities
• Co-development of strategic thrusts in the region, together with the GAM (by product, Geography and so on)
• White spot identification (matching of top-down potential and current company's turnover => "white spots") and their economic evaluation
• Maintain an overview of account status in the region at all times and report as required
• Strategically partner with all pertinent internal country organizations, divisions and Business Units to ensure aligned business development, and consistent service and growth
• Internal communication with company's management to ensure clarity and alignment of all resources and infrastructure
• Assist in the implementation of Key Performance Indicators and benchmarks; use of these indicators to monitor and report on performance, as required

TACTICAL

• Respond to complex and sensitive logistics issues and questions; create innovative and profitable solutions in tandem with specialist departments within the company
• Involvement in pre-RFQ process
• Assist in the provision of a schedule of forthcoming tenders
• 12 month forward tender planning
• Regular updates provided (minimum 4 weeks' notice required for each RFQ launch)

Involvement in RFQ launch:

• Ensure "quick scan" is completed including business intelligence and strategic value
• Assist in proving "higher" interest in case PM / BU rejects tender
• Act as regional case owner for contract issues as defined in the SOP

Involvement in post-RFQ process:

• Assist postmortem analysis for all tenders (won, lost)
• Support the implementation of new business won
• Arrange & participate in Business Reviews with the customer and regional and country operations and business leaders
• Interact with the Key Account to proactively drive business development through regional meetings, workshops, sales calls, and other means

Requirements

Skills Required

• Strong leadership skills are required to establish strategy and direction, including developing a vision for future business with the account, developing strategies for producing the changes required to achieve the vision, aligning and influencing people, motivating and inspiring the account team, the internal people responsible for the success of the account, and the Key Account contacts.
• Exceptional relationship management & communication skills to assist with planning & budgeting, organizing & staffing, controlling & problem-solving
• Key Account Management at a regional level
• Strong business acumen with the ability to influence outcomes across multiple locations
• Leadership and people management abilities & effective communication
• Project management experience preferable
• Excellent financial and process analytical skills
• Ability to work effectively in a customer driven deadline environment
• Ability to work in a cross-functional, matrix & virtual environment

Experience and Qualifications

• Preferably 10 - 12 years' experience in the logistics industry or in a sales environment; with prior experience in Consumer & Retail sector
• Knowledge and understanding of international logistics operations across multiple modes
• The position requires extensive travel, domestically and internationally, and the associated intercultural competence & global thinking, and comprehensive knowledge and understanding of global integrated logistics requirements and solutions, across all logistics modes