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Regional Key Account Manager - Bangkok

CountryTHAILAND
CityBangkok
Department
Closing date6 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
RequirementsSkills
  • 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.