Cargo Regional Key Account Manager - New York

Country USA City New York Department Cargo Sales Closing date 6 May 2013

Job Purpose Responsible for the effective sales management and key customer development of the specifically designated Global Key Accounts within a Region. This role is required to implement global strategies and facilitate inter regional key customer coordination.  Additionally this role has a dotted line responsibility to the Regional Area Management teams to ensure relevant support is provided to local sales and account managers to deliver their Revenue/Turnover targets always considering the network benefits gained from two way deal/route trade-off discussions and agreements.  Responsibilities Job Dimensions Responsible for revenue budget of up to $ 60m. Responsible for all key customers regional office relationships (10 key accounts) and regular interface with Head office management. Responsible for regional cost budget relating to relevant incentives and marketing costs Reporting Staff: none Influences and collaborates with the cargo management internally & externally for Commercial and International Customer Service roles across the network. Principal Accountabilities  Sales management & commercial development of the designated Global Key Accounts to achieve agreed revenue/turnover targets Responsibility for key customers headquartered across the Etihad Cargo network within a Region. Regional management/implementation of the Etihad Carg Global Key Account strategy and the overall commercial plan. Participate in setting up/fine tuning the Global incentives. Implement a structure and process that ensures that the head office negotiated incentive deals are effectively communicated to leverage business. Increase the breadth and depth of our key account relationships through regular contact and reviews at all influential levels within our customers organisations Develop a tripartite understanding of our customers’ key clients and their major industry flows eg perishables, pharmaceuticals, electronics, automotive Identify global/regional/area network opportunities for network deals and route trade-offs Define and implement key ‘segment’ development to enable Etihad Cargo to work closer with key industry groups.  Develop full year marketing plans including set up & lead of Senior Global Key Account specific Customer Event & Business Exchanges. Ensure Etihad Cargo profile at Key Account key internal meetings Work with Customer Services to develop specific Global Account support Define & initiate central information by Key Account via Management Information System, WACD, industry publications Requirements Skills Strong customer champion and high service ethos. Skilled negotiator. Action orientated, drives pace, challenges appropriately to maintain momentum within tight timescales  Proven ability to work under pressure and manage complex and often unique issues creating relevant clarity in areas of ambiguity Outstanding communication, influencing & presentation skills Strong interpersonal skills to develop relationships at senior management levels Highly motivated & results driven Experience Proven track record of sales/customer management at a Regional level in the Cargo and Logistics industry Experience of working across a geographically large and diverse area. Experience of working within a fast-moving, changeable environment where responding to customers needs is essential. Proven experience in matrix management and the ability to form meaningful cross functional relationships. Has stature, credibility and respect at all levels in the business. Previous experience working across various cultures and environments. A track record of delivering as part of a Global key account team. Expertise Commercial and competitive awareness. Knowledge of Etihad Cargo products and services. Understanding of  selling concepts and practices (training will be provided) Relationship building with external parties. Matrix management.

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